Published on September 25, 2009
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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