+

Getting to Yes

….and other random thoughts.

+Gettin

g to

Yes

+We are always negotiating.

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

SOFT HARD

+A Third Way to Negotiating.

1. Separate People from the Problem

2. Focus on Interests, Not Positions

3. Invent Options for Mutual Gain

4. 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 the

Quality of the Relationship