Differentiate between distributive and principled negotiation. List four rules of principled negotiation.

In distributive negotiation each party makes claims for certain preferred outcomes. This emphasis on substance can become self-centred and competitive, with each party thinking the only way for them to gain is for the other to lose. Relationships often get sacrificed as process breaks down in these win-lose conditions.
In principled negotiation, sometimes called integrative negotiation, the orientation is win-win. The goal is to achieve a final agreement based on the merits of each party's claims. No one should lose in a principled negotiation, and positive relationships should be maintained in the process.
Four pathways or rules for gaining such integrated agreements are:
1. Separate the people from the problem.
2. Focus on interests, not on positions.
3. Generate many alternatives before deciding what to do.
4. Insist that results be based on some objective standard.