Getting to Yes
Negotiating Agreement Without Giving
Contents
Preface
Acknowledgments
Introduction
I. The Problem
1. Don't Bargain Over Positions
II. The Method
2. Separate the PEOPLE from the Problem
3. Focus on INTERESTS, Not Positions
4. Invent OPTIONS for Mutual Gain
5. Insist on Using Objective CRITERIA
Yes, But ...
6. What If They Are More Powerful? (Develop Your BATNA-Best Alternative to a Negotiated Agreement)
7. What If They Won't Play? (Use Negotiation Jujitsu)
8. What If They Use Dirty Tricks? (Taming the Hard Bargainer)
IV. In Conclusion
V. Ten Questions People Ask About Getting to Yes
Analytical Table of Contents
A Note on the Harvard Negotiation Project
Ten Questions People Ask About Getting to Yes
Questions About Fairness and "Principled" Negotiation
Question 1: "Does positional bargaining ever make sense?"
Question 2: "What if the other side believes in a different standard of fairness?"
Question 3: "Should I be fair if I don't have to be?"
Questions About Dealing with People
Question 4: "What do I do if the people are the problem?"
Question 5: "Should I negotiate even with terrorists of someone like Hitler? When does it make sense not to negotiate?"
Question 6: "How should I adjust my negotiating approach to account for dif ... read full excerpt from: Getting to Yes: Negotiating Agreement Without Giving In; Second Edition ebook
