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