Getting to yes : negotiating agreement without giving in
A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting nasty
9781440665585, 9781440673108, 9781440671227, 1440665583, 1440673101, 1440671222
458625194
[pt. 1.] The problem
Don't bargain over positions
[pt. 2.] The method
Separate the people from the problem
Focus on interests, not positions
Invent options for mutual gain
Insist on using objective criteria
[pt. 3.] Yes, but ..
What if they are more powerful?
What if they won't play?
What if they use dirty tricks?
[pt. 4.] In Conclusion
[pt. 5.] Ten questions people ask about getting to yes
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