getting to yes and other random thoughts
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+
Getting to Yes
….and other random thoughts.
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+Gettin
g to
Yes
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+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
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+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
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+Separate People from the Problem
![Page 6: Getting To Yes and other random thoughts](https://reader033.vdocuments.us/reader033/viewer/2022061104/5406f1618d7f7288088b48cd/html5/thumbnails/6.jpg)
+Focus on Interests, Not Positions
![Page 7: Getting To Yes and other random thoughts](https://reader033.vdocuments.us/reader033/viewer/2022061104/5406f1618d7f7288088b48cd/html5/thumbnails/7.jpg)
+Invent Options for Mutual Gain
![Page 8: Getting To Yes and other random thoughts](https://reader033.vdocuments.us/reader033/viewer/2022061104/5406f1618d7f7288088b48cd/html5/thumbnails/8.jpg)
+Insist on Objective Criteria
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+
Getting to Yes with your boss
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+Decision types
Command
Consult
Consensus
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+Recognize the greater context
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+All Things Flow from the
Quality of the Relationship