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HNP's
theory-building is practitioner focused. It aims to capture
the critical essence of complex subjects in elegant frameworks
that are simple enough to use in real time without being simplistic.
The
theory underlying books such as Getting
to Yes, Difficult
Conversations, Beyond
Reason and Beyond
Machiavelli was developed by working on real problems,
trying to extract generalizable advice, and testing the clarity
of that advice in the classroom and other conflicts.
Over
the years, HNP has developed a variety of negotiation tools
and processes, some of which are listed below.
Negotiation Tools
The Seven Elements
of Negotiation
An analytical framework for uderstanding all phases of the
negotiation process.
The
Circle of Value (PDF)
A collaborative, joint problem-solving approach to negotiation
that emphasizes maximizing the satisfaction of shared interests,
dovetailing different interests, and resolving conflicting
interests by reference to objective standards, such as precedent.
The
One Text Process
A
drafting process to help avoid deadlock in multi-issue, multiparty
negotiations.
Currently
Perceived Choice Chart
A tool for analyzing the constraints facing a decisionmaker.
The
Circle Chart
A problem-solving tool.
Guidelines
for Brainstorming
Instruction on conducting a brainstorming session.
The
Yesable Proposition
A tool for improving the persuasiveness of a proposal.
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Negotiation
Theory
Negotiation Power (PDF)
A lecture by Roger Fisher redefining power beyond brute strength
or official authority.
Some
Thoughts on Communication (PDF)
Written by Douglas Stone, this short article provides guidelines
for effective dialogue.
Making
Threats is Not Enough (PDF)
A chapter from Fisher's International
Conflict for Beginners providing a theoretical framework
for diplomacy.
What
are a Statesman's Goals? (PDF)
A chapter from Fisher's Points
of Choice, providing a theoretical framework for international
crises.
Negotiator
as Problem-Solver
Questions the assumption that negotiators who perceive their
role as competitors are most effective at achieving their
purposes.
Think about Their Choice
(PDF)
Describes a handful of tools to help better understand another
side's choices in a conflict.
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