{
  "schema": "vedokrok.public-item.v1",
  "release_id": "MHC-RPUB-20260920-75ad787a",
  "url": "/knowledge/bring-a-criterion-not-only-a-preference",
  "id": "MHC-D-RESEARCH-0332",
  "version": "0.1.0",
  "title": "Bring a criterion, not only a preference",
  "summary": "'Because I want it' is a weak benchmark even when both sides say it confidently.",
  "kind": "checklist",
  "body": "Identify external criteria that are relevant to the issue: market data, precedent, comparable scope, service levels, cost structure or a shared policy. Explain why the criterion fits this case and invite the other side to propose a better one. The goal is not to find a number with a respectable logo; it is to make the justification inspectable.",
  "limits": [
    "External criteria can be biased, stale or selectively chosen; relevance needs argument, not just citation."
  ],
  "topics": [
    "union-negotiation-deal-design"
  ],
  "intents": [],
  "source_ids": [
    "RS-AD8C9A4D5490AE7D"
  ],
  "evidence": [
    {
      "claim": "The Program on Negotiation preparation checklist recommends identifying objective benchmarks, criteria and precedents that support a preferred position.",
      "source_id": "RS-AD8C9A4D5490AE7D",
      "role": "supports",
      "note": "A benchmark is not neutral merely because it is external; both relevance and source quality need examination.",
      "locator": "Question 23"
    }
  ],
  "use_when": [
    "A negotiation is stuck at 'my number versus your number' or competing assertions of fairness."
  ],
  "avoid_when": [
    "External criteria can be biased, stale or selectively chosen; relevance needs argument, not just citation."
  ],
  "example": "Use comparable role scope and market bands as evidence in a compensation discussion rather than citing one unrelated headline salary.",
  "check": "A third party can inspect the source and understand why you consider it relevant.",
  "checklist": [
    "The criterion comes from an identifiable source.",
    "Its comparison set matches the relevant scope and conditions.",
    "You can explain why it applies to this negotiation.",
    "Contrary benchmarks are not silently omitted.",
    "The criterion informs the package rather than pretending to dictate it automatically."
  ],
  "sources": [
    {
      "id": "RS-AD8C9A4D5490AE7D",
      "title": "A Negotiation Preparation Checklist",
      "url": "https://www.pon.harvard.edu/daily/negotiation-skills-daily/negotiation-preparation-checklist/"
    }
  ],
  "relations": [
    {
      "from": "MHC-D-RESEARCH-0332",
      "to": "MHC-D-RESEARCH-0326",
      "type": "useful_with",
      "url": "/knowledge/set-an-ambition-point-separately-from-the-walk-away"
    }
  ],
  "collections": [
    {
      "id": "RC-4FEE20A8D0BD67A8",
      "title": "Prepare the walk-away, then negotiate the whole package",
      "url": "/collections/prepare-the-walk-away-then-negotiate-the-whole-package"
    }
  ]
}