Standards

How many times have you heard in a negotiation “but it’s the principle involved”? Countless times, I’m sure. But is it really? Or is it just a subterfuge for “I don’t want to move and calling it a principle is a convenient and relatively painless way to avoid doing so.” What’s really going on?

Here are some tips on how to decide which it is and thus, how to respond.

1.       Probe the principle

“A principle is involved,” he said, “and that’s why we’re taking a hard line. The principle is just too important to undermine. As a result, we will not concede on that issue.”

This “principle is involved” negotiation move can be one of the most frustrating to address.

So what exactly does it mean, and how can you address it most effectively?

1. Determine whether it’s true “principle.”

In most cases, the “principle is involved” move signals: