The Art Of Principled Negotiation (Ep.40)

Justus Frank: Life Of Learning

A hard bargainer will stick to his or her position tenaciously to show they can not be pushed around. But in so doing they may escalate the tension between both parties, not reach an agreement and cause serious rifts to the relationship. On the other hand, a soft bargainer will make concessions readily to reach a deal quickly. However, this undermines their autonomy, and they are in danger of being bullied or taken advantage of.

So should one be a hard bargainer or a soft bargainer? Or is there a place in between? If so, where?

What if we ask a different set of questions entirely? Is there a better way of negotiating than positional bargaining? The answer to that is yes, there is. It is called Principled Negotiation.

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