Value Analysis and Engineering Reengineered

94 • Value Analysis and Engineering Reengineered

principled negotiation, joint problem solving, cooperative, variable-pie,

and integrative negotiation. e main principles of these two modes of

negotiation are shown here.

Positional Negotiation Principled Negotiation

Open high or low Use objective standards

Trade concessions toward midpoint:

compromise dierence

Choose from many options rather than

splitting the dierence

Disguise true feelings: wear a mask Speak openly and clearly, describing your

interests

Discredit case and claims made by the

other party

Accept case made by the other party as one

possible solution

Use tactics to keep the other ...