GETTING TO YES --- NEGOTIATING AGREEMENT WITHOUT GIVING IN
by Roger Fisher, W. Ury. Penguin, Houghton Mifflin, 1981
NEGOTIATION CHART
Positional Bargaining: Which Game Should You Play? |
Change the Game: Negotiate on Merits | |
| Participants are friends. | Participants are adversaries. | Participants are problem-solvers. |
| The goal is agreement. | The goal is victory. | The goal is a wise outcome reached efficiently and amicably. |
| Make concessions to cultivate the relationship. | Demand concessions as a condition of the relationship. | Separate the people from the problem . |
| Be soft on the people and the problem. | Be hard on the problem and the people. | Be soft on the people, hard on the problem. |
| Trust others. | Distrust others. | Proceed independent of trust. |
| Change your position easily. | Dig in to your position. | Focus on interests, not positions. |
| Make offers. | Make threats. | Explore interests. |
| Disclose your bottom line. | Mislead as to your bottom line. | Avoid having a bottom line. |
| Accept one-sided losses to reach agreement. | Demand one-sided gains as the price of agreement. | Invent options for mutual gain. |
| Search for the single answer: the one they will accept. | Search for the single answer: the one you will accept. | Develop multiple options to choose from: decide later. |
| Insist on agreement. | Insist on your position. | Insist on using objective criteria. |
| Try to avoid a contest of will. | Try to win a contest of will. | Try to reach a result based on standards independent of will. |
| Yield to pressure. | Apply pressure. | Reason and be open to reasons; yield to principle, not pressure. |
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