4.3 Mutual trust and respect

   Collaborative principled negotiation pays emphasis on sincere cooperation, no posturing, so it has a high efficiency. At the same time, it is fair and satisfactory to participants who don’t feel deceived. Trust is the most important in today’s global business activities. It’s the basic principle for the business circle. If the businessman doubts each other, there will be no business concluded. Trust maintains the business going on smoothly in nowadays’ multi—national business and makes the world benefit a lot. Respect is the traditional virtue and ethical standard. We often hear that “If you want to be respected, you must respect others first.” Respect is mutual and necessary. It’s a good tie to maintain good relationship between people in any circumstance. The two elements are dispensable in international business negotiation to accelerate the agreements to be reached wisely and efficiently.

4.4 Separating people from problems

Negotiation deals with problems not people who are only the carriers of problems. Principled negotiation suggests don’t get emotions intertwined with the substantive issues. It is soft on people and hard on problems to guarantee negotiators’ substantive interests and maintain their good relationships. We should handle personal attacks properly to pave a good way for business negotiation.

The buyer purchased a machine and the machine broke down several times in operating, the seller repaired it but it still in bad condition. Then the buyer may blame the seller “you sold us faint equipment with bad technology data” or “ you sold us the dated equipment and offered us bad maintenance service, we insisted returning the machine or compensating us.” Obviously, these words indicated blaming the seller; the seller would be angry and wouldn’t accept it. The buyer should say “the machine we have purchased from you has broken down and couldn’t be operated normally, shall we return the machine or change the main parts or take other complement measures?”. This indicated no blaming and made the seller upset and more easily to take responsibility for the deal.  

4.5  Inventing options for mutual gain

  The key to success lies in discovering the juncture which serves both parties. Thus, both parties try their best to brainstorm for possible options to mutual interests. And seek a final solution accepted by both parties.

  A significant point that Collaborative Principled Negotiation differs from the traditional win—lose model is that both parties won’t only seek means to fulfill one’s own interests but also hope the interests of the other party may be realized more or less. Negotiations guided by such method are to be conducted in an atmosphere of mutual understanding and sincere cooperation and will be concluded with mutually accepted agreement to the satisfaction of both parties. The negotiation between Egypt and Israel on Sinai Peninsula provides an excellent example contrasting the striking effects of win—lose and win—win Collaborative Principled Negotiation.

  The Middle East War of 1967 ended with Israel’s occupation of 60,000 square kilometers of Sinai Peninsula. As the mediators between the two countries, US and some other countries had striven for11 years to help the two countries settle the dispute through negotiations. However all efforts failed since both sides adhered firmly to their own stance and showed no flexibility. For Egypt, the occupied Sinai was indispensable part of Egyptian territory. In view of the territorial integrity and national sovereignty, Egypt was entitled to recovering it without any conditions; for Israel, the occupation of Sinai was for the sake of Israel’s security since several military attacks against Israel were launched from the Peninsula. In 1978 the peaceful negotiation was reopened at the Camp David in US, which was conducted, this time, by a completely new guideline of win—win Collaborative Principled Negotiation . T he two parties were encouraged to reexamine their own interests as well as interests of their counterparts. It was found out that Egyptian’s

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