The most basic form of negotiation is positional bargaining. Each side takes a position, argues for it, and makes concessions to reach a compromise. Even though this technique is simple and can often achieve acceptable results, it rarely resolves issues amicable and efficiently. People often end up choosing between getting what they want and getting along with others. By identifying

Even though the American military was clearly superior to the Malaysians’ and the Pakistanis’, the Americans were at a clear disadvantage in this negotiation. For the Americans, the BATNA would be to go into the city without tanks or APCs and risk much greater casualties. The Malaysians and the Pakistanis, on the other hand, had the option of doing nothing and suffer zero loss as a result. Clearly the Americans would not be better off forgoing the negotiation. The goal of this negotiation would be to obtain the help of the Malaysians and Pakistanis vehicles, keep them safe, and allow their troops to be a part of the rescue mission at some level.

oneself to a position, positional bargaining creates an interest for parties to “save face.” This interest to “save face” often shadows the real interests and makes it less likely that a wise agreement will result. In addition, positional bargaining is inefficient. Parties have incentive to start of extreme positions and only offering small concessions at a time. As a result, positional bargaining takes a lot of precious time. Even worse, positional bargaining becomes exponentially more complicated and less feasible as more people get involved. Last but not least, positional bargaining hurts the relationship between parties. Even trivial disputes often end up in a contest of will that consequently creates bitter feelings (Fisher and Ury 1-7).

The usage of objective criteria is where the label “principled negotiation” comes from. It suggests that the decisions should be made according to concepts, standards, or principles that all parties believe in. Parties should concentrate on criteria such as precedent and tradition, because they are objective rather than subjective. By focusing on objective criteria, parties deal with the merits of the problems rather than mettling over positions and opinions. Proposals consistent with precedent are also less vulnerable to attacks and are easier to accept.

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