“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: