
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 dierence
Choose from many options rather than
splitting the dierence
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 ...