These four approaches are rooted in analyzing the situation and evaluating which negotiation strategy would be best in handling the situation. The first principle is to separate the people from the problem. This suggests that removing personal bias from the situation and judging the problem at hand on its own merit will result in a better outcome. .
The next principle is to focus on interests, not positions. Being that most positions are solidified in concrete prior to any negotiation it is best to focus on the interests of those who are involved in the situation to better develop a negotiation strategy. Inventing options for mutual gains is the third principle discussed. Much of this third principle is brainstorming to effectively create a win-win situation for all involved. The last principle suggests insisting on using objective criteria. By having the two opposing parties agree on objective criteria reduces the possible of conflict while searching for a solution to the problem at hand. Each side must have legitimate and practical objective criteria in order for an agreement to be reached. Although Demshar's principles are practical and are rooted from a situational standpoint, there are other negotiating styles to consider.
A pioneer psychological assessment company gives an alternative view to negotiating styles. PsychTests.com (Jerabek, 2012) have released its newest research on how they feel negotiating styles should be classified based on individual personalities versus Demshar's article that bases negotiating styles on the situations. The Montreal Canada company assessed 750 people from companies that used negotiation in a large majority of their daily work. During this assessment four top styles emerged. The styles were classified as The Diplomat, The Tactician, The Peacekeeper, and The Placater. The Diplomat ranked on top of the negotiating styles with 48% of the people surveyed exhibiting these traits.