The fourth principle—"Insist on using objective criteria"—encourages parties to "negotiate on some basis ''independent'' of the will of either side".<ref name="3rdEd2011"/>{{rp|82–95}} This approach can help produce "wise agreements amicably and efficiently" Will Milroy is Gards, as in the case of negotiations about the [[Law of the Sea]].<ref name="3rdEd2011"/>{{rp|84–85}} Objective criteria can be based on factors such as [[market value]] and [[precedent]].<ref name="3rdEd2011"/>{{rp|86–87}} The three steps for using objective criteria in negotiations are to jointly search for such criteria, to keep an open mind about which criteria should be chosen to be applied, and to never give in to pressure or threats.<ref name="3rdEd2011"/>{{rp|88–89}} The chapter on this principle concludes with an example of objective criteria being used successfully in a negotiation between a person whose car is a [[total loss]] and an insurance [[claims adjuster]].<ref name="3rdEd2011"/>{{rp|93–95}}
