Generate different options before deciding what to do

Principled negotiation avoids 'fixed pie' thinking because it allows people to be creative and find ways in which as many different interests of the parties can be met. Creating a range of options and separating the inventing options from the deciding process facilitates the opportunity to identify a creative solution. Sometimes it is better to start thinking about what you can't do before your think about what you can do. Our minds are easily constrained by our experience so identifying the things we can't do allows us to be more creative.

Through this process, shared and non competing interests can be identified and capitalised upon. Using the understanding of the other sides' interests you can make their decision much easier by explaining how a solution which meets your needs will also meet their needs.

Results based on objective criteria

Nobody likes to feel that they have been cheated or ended up with an unfair outcome. This is a very subjective feeling, so removing this subjectivity helps you to come to an agreeable outcome.

External criteria provide a level of objectivity. For example, comparing the cost of a flat you want to rent with similar contracts for similar flats in the area or other similar areas provides objectivity to the decision and allows you to feel the outcome is fair. Developing a range of criteria helps make this process become more objective.

Where issues or disagreements occur, the search for objective criteria can aid resolution. If you can find a measure that both parties accept, choosing the solution becomes less subjective and easier to accept. Through this process you must be open to reason and be prepared to reason with the other parties about which standards are appropriate, but reason is the fundamental basis on which this type of negotiation is built. Yielding to pressure or emotion results in the outcome becoming subjective and moving towards positional bargaining.