Student : Kyriakoulakou Ioulia Zoi

The Main points of

“Getting to Yes” book

Course: Art of Negotiation Lecturer: Julija Kubova

Getting to Yes

Problem: Don’t bargain over positions

The method /solution: 1. Separate the people from the problem

- Perception- Emotion- Communication1. Focus on interests, not

to positions2. Invent options for

mutual gain (brainstorming)

3. Insist on using objective criteria

(should be independent of will , legitimate , practical)

Develop your BAFTA

Dirty Tricks

1. Stressful situations Personal attacks Good guy/bad guy

2. Threats3. Refusal to negotiate4. Extreme demands5. Escalating demands

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6. Lock-in tactics Hardhearted partner

7. A calculated delay 8. “Take it or leave it”