Getting to Yes: Negotiating Agreement Without Giving In
1. Separate the Relationship with the People from the Substance of the Deal
Be hard on the deal, soft on the people
See the deal from inside their shoes
Make your proposal consistent with their value
2. Focus on Shared Values and Interests, but not on the Positions Each Side Takes
Values define the deal
Each side has multiple interests – be clear on yours, discover theirs
3. In Stuck, Brainstorm Options for Mutual Benefit
Be creative, think outside the box
Identify shared interest
4. Use Objective Criteria for Decision-Making
Strike a deal based on principle, not pressure
Agree on fair standards and procedures
Frame issues as a collaborative quest
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