An approach used to find creative ways to satisfy as many shared and differing interests as possible. The approach is characterized by exploring options without commitments (or threats), using interests and standards of legitimacy to explore ways to create and distribute value, and the parties’ avoiding becoming a voice of authority. Also see “Problem-solving approach.” (Bruce Patton, Building Relationships and the Bottom Line: The Circle of Value Approach to Negotiation [Harvard University Press, 2004], 4-5)
The following items are tagged circle of value.
Bruce Patton is a Distinguished Fellow of the Harvard Negotiation Project (HNP), which he co-founded with Roger Fisher and William Ury in 1979 and administered as Deputy Director until 2009. With Fisher, Patton pioneered the teaching of negotiation at Harvard Law School, where he was Thaddeus R. Beal Lecturer on Law for fifteen years.
An approach to negotiation that frames negotiation as an adversarial, zero-sum exercise focused on claiming – rather than creating – value. Typically, one party will stake out a high (or low) opening position (demand or offer) and the other a correspondingly low (or high) one. Then a series of (usually reciprocal) concessions are made until
An approach used to find creative ways to satisfy as many shared and differing interests as possible. The approach is characterized by exploring options without commitments (or threats), using interests and standards of legitimacy to explore ways to create and distribute value, and the parties’ avoiding becoming a voice of authority. Also see “problem-solving approach.”
The Winner’s Curse: Ever win something you wanted, then realize too late you got a raw deal? Here’s how to recognize when backing away is your best bet in a negotiation
Building Relationships and the Bottom Line: The Circle of Value Approach to Negotiation: Forget haggling and intimidation. A successful negotiation can strengthen relationships and
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