Getting To Yes and other random thoughts

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Information about Getting To Yes and other random thoughts

Published on September 25, 2009

Author: mclabigail

Source: slideshare.net

Getting to Yes ….and other random thoughts.

Getting to Yes

We are always negotiating. SOFT HARD Participants=friends Goal is agreement Make concessions Yield position easily Make offers Disclose bottom line Accept 1-sided losses Insist on agreement Participants=adversaries The goal is victory Demand concessions Be hard on problem/people Distrust others Dig into your position Make threats Demand 1-sided gains Insist on your position

A Third Way to Negotiating. Separate People from the Problem Focus on Interests, Not Positions Invent Options for Mutual Gain Insist on Using Objective Criteria

Separate People from the Problem

Focus on Interests, Not Positions

Invent Options for Mutual Gain

Insist on Objective Criteria

Getting to Yes with your boss

Decision types Command Consult Consensus

Recognize the greater context

All Things Flow from theQuality of the Relationship

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