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- "The method of principled negotiation . . . is to decide issues on their merits rather than through a haggling process focused on what each side says it will and won't do. It suggests you look for mutual gains whenever possible, and that where your interests conflict, you should insist that the result be based on some fair standards independent of the will of either side. The method of principled negotiation is hard on the merits, soft on the people. It employs no tricks and no posturing. Principled negotiation shows you how to obtain what you are entitled to and still be decent. It enables you to be fair while protecting you against those who would take advantage of your fairness." (Fisher & Ury, 1991, p. xviii)
Fisher, R. and Ury, W. (1981). Getting to yes. Houghton Mifflin Co.; (1991) 2nd. Ed. published by Penguin Books, New York.