Final answer:
The four points of principled negotiation described by Fisher and Ury are: separate the people from the problem, focus on interests not positions, invent options for mutual gain, and insist on using objective criteria.
Step-by-step explanation:
The four points of principled negotiation described by Fisher and Ury are:
- Separate the people from the problem: This means focusing on the issues at hand rather than personal attacks or emotions. It involves understanding the other party's perspective and addressing their concerns.
- Focus on interests, not positions: Instead of arguing over specific solutions, parties should identify their underlying interests and work towards finding mutually beneficial solutions.
- Invent options for mutual gain: Parties should brainstorm and explore multiple options that meet the needs and interests of both parties, rather than settling for a single solution.
- Insist on using objective criteria: The negotiation should be based on fair and objective standards that are independent of personal preferences or power dynamics.