When applying collaborative principled negotiation, we should pay close attention to four tips: 1) Once we think the option is helpful to fulfill the negotiation goal, be confident and persistent, and persuade the opponent patiently by explaining the truth and facts. 2) If both parties take exception to the decided criterion, it is necessary to have a complete negotiation on the criterion, never take coercive measures. 3) If we hold firmly to our option, while the opponent has full reasons to veto it, which will inevitably lead to an impasse. Negotiation will be ended if neither party makes effectual concession. Therefore, successful negotiators usually offer an objective criterion flexibly and tentatively and negotiate it with each other rather than offer it on their own arrogantly. A just criterion doesn’t mean to object the other side’s justified standard since every person’s opinion differs. The interested parties should handle problems like judges and make active listening to others even your opinion is inclined to your stance. Faced with disagreement, you’d better invite a third party to give suggestions. 4) You should introduce a criterion exploratoryly and mildly instead of doing it strongly and toughly, otherwise, the other side will response by retaliation. Reversely, if your opponent puts pressure on you, social relationships, threats, bribery for example. The pressure of “carrying torches and weapons” (do evil openly) is easily to be resisted, while the “sugarcoated bullet” will surely overwhelm some negotiators. On such occasions, you should withstand pressure, present facts and reason things out to bring negotiation to satisfaction.

1.      Advantages of collaborative principled negotiation

   Collaborative principled negotiation has proved to be a successful negotiation method which is prior to previous negotiation methods and different from traditional negotiation guidelines and strategies. It truly implements the negotiation philosophy of “both parties are winners”. It meets both parties’ demands, improves the efficiency of negotiation and promotes cooperation by satisfying negotiators’ sustentative interests and maintaining their relationships. It’s more easily to reach the expected goal in the process of negotiation if the counterparts also use this method. Even though one party adopts this method, the result is prior to that of adopting traditional win—lose method by both parties. Thus the principled negotiation method should be the principal method for international business negotiation and its advantages mainly contain as following:

1.1  Agreements on the basis of fair merit

The fair merit is the objective fair standard accepted voluntarily by both parties. The ultimate solution is determined by the fair merit rather than through a haggling process. Faced with divergences and conflicts, uncompromising negotiators try their utmost to win the battle of wills by insisting on their positions and soft negotiators do their best to reach an agreement by making concessions, while collaborative principled negotiation fulfills mutual satisfaction by introducing a criterion and a fair procedural standard.

Two children were squabbling over some apple pie, each insisted that he should have the larger slice, neither would agree to an even split. So somebody suggested that one boy cut the pie any way he liked and the other boy could choose the piece first. This sounded fair to both of them and they accepted, each felt that he had got the square deal. The example illustrates the fair merit plays an important role in reaching an agreement.

1.2  Viewing opponent as problem solver

People come together in order to solver problems. Neither do they view opponents as friends to make concessions blindly, nor as adversaries to defeat them. Both parties negotiate on the basis of equity and lay a good foundation for concluding a best agreement.

The relationship between the labor and the investor of the comparative developed capitalist countries in the world during the 1970s and 1980s was completely opposite. Each viewed the counterparts as adversaries. The increase of the salary and impro

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