What is Principled Negotiation?

Principled negotiation allows you to leverage the principles of your opponent to win a negotiation. Parties can often reach a better agreement through integrative negotiation, that is, by identifying interests with different preferences and making tradeoffs among them.
Getting to yes book advocates four fundamental principles of negotiation:
1. Separate the people from the problem.
2. Focus on interests, not positions.
3. Invent options for mutual gain.
4. Insist on objective criteria.
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00:00 What is Principled Negotiation
00:40 Harvard fundamental principles of negotiation
01:18 Iceberg Theory in Negotiation