Principled negotiation
1048-en WI300 Management Studies As of 11.07.2026
Principled negotiation is the negotiating style of the Harvard method. It overcomes the dichotomy of hard and soft bargaining: the negotiator is firm on the merits and respectful towards the people. It is based on the parties' interests, the development of several options for resolution and their evaluation against objective criteria recognised by both sides, instead of pressure and positional haggling.
Deutsch
Sachbezogenes Verhandeln 1048-de
Das sachbezogene Verhandeln (prinzipiengeleitetes Verhandeln) ist der Verhandlungsstil des Harvard-Konzepts. Es überwindet den Gegensatz von hartem und weichem Verhandeln: In der Sache wird konsequent, gegenüber den Personen respektvoll verhandelt. Grundlage sind die Interessen der Parteien, die Entwicklung mehrerer Lösungsoptionen und deren Bewertung anhand objektiver, von beiden Seiten anerkannter Kriterien statt durch Druck und Positionsgefeilsche.
Suggested citation
Principled negotiation (1048-en), in: LAWPEDIA®-Glossar, provided by LAWCONSULT AG, www.lawconsult.ch/lawpedia/en/principled-negotiation, as of: 11.07.2026 [accessed on …].
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