Negotiation & Conflict Resolution Successfully

Summarize the main points Fisher is making in each of these three chapters.

In these chapters, Fisher sets forth the Principled Negotiation concept. This section summarizes the main points Fisher is making in each of these three chapters. Fisher's recommends that an aggressive negotiator adopt principles in the most appropriate way to the opponent. The principled negotiator should inquire about the opponent's concerns, display he or she is aware of these issues, and asks the opponent to identify all issues. After discovering all interests, Fisher suggests inducing the aggressive negotiator to discuss options and to think from the angle of objective criteria in making decisions.

In the chapters, Fisher provides that another way of propelling a principled or integrative negotiating is to think from the perspective of pacing, matching, modeling, and leading. To convince the competitors to change orientations, they must feel as completely understood...
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