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Insist on using objective criteria from "summary" of Getting to Yes by Roger Fisher,William Ury
When negotiating, it is crucial to focus on using objective criteria to guide the decision-making process. This means basing decisions on standards and principles that are independent of the will and interests of the parties involved. By relying on objective criteria, negotiators can avoid getting caught up in subjective opinions and emotions, which can often cloud judgment and lead to impasses. One key benefit of using objective criteria is that it helps to establish a common ground between the parties. Instead of arguing over personal preferences or subjective judgments, negotiators can refer to external standards that are widely accepted and recognized. This can help to depersonalize the negotiation process and shift the focus to finding solutions that are fair and reasonable for both sides. Moreover, relying on objective criteria can help to ensure that decisions are based on facts and evidence, rather than on speculation or assumptions. This can help to build credibility and trust between the parties, as decisions are made transparently and are grounded in solid reasoning. By using objective criteria, negotiators can also avoid the pitfalls of positional bargaining, where parties dig in their heels and refuse to budge from their initial demands.- Insisting on using objective criteria can help negotiators to move away from adversarial tactics and towards a more collaborative and constructive approach to problem-solving. By focusing on standards that are independent of individual interests and preferences, negotiators can work together to reach agreements that are based on logic, reason, and fairness. Ultimately, this can lead to more sustainable and mutually beneficial outcomes for all parties involved in the negotiation process.
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