Getting to Yes: Negotiating Agreement Without Giving In
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Getting to Yes offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict--whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution from domestic to business to international, Getting to Yes tells you how to: Separate the people from the problem; Focus on interests, not positions; Work together to create options that will satisfy both parties; and Negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks."
Acknowledgments ..... xi Introduction ..... xvii Part I: The Problem ..... 1 Chapter 1: Don't Bargain Over Positions ..... 3 Part II: The Method ..... 15 Chapter 2: Separate the PEOPLE from the Problem ..... 17 Chapter 3: Focus on INTERESTS, Not Positions ..... 40 Chapter 4: Invent OPTIONS for Mutual Gain ..... 56 Chapter 5: Insist on Using Objective Criteria ..... 81 Part III: Yes, But ..... 95 Chapter 6: What If They Are More Powerful? ..... 97 Chapter 7: What If They Won't Play? ..... 107 Chapter 8: What If They Use Dirty Tricks? ..... 129 Part IV: In Conclusion ..... 145 Part V: Ten Questions People Ask About Getting to Yes ..... 149 Analytical table of Contents ..... 189 A Note on the Harvard Negotiation Project ..... 199 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?" Question 4: "What do I do if the people are the problem?" Question 5: "Should I negotiate even with terrorists or someone like Hitler? When does it make sense not to negotiate?" Question 6: "How should I adjust my negotiating approach to account for differences of personality, gender, culture, and so on?" Question 7: "How do I decide things like 'Where should we meet?' 'Who should make the first offer?' and 'How high should I start?'" Question 8: "Concretely, how do I move from inventing options to making commitments?" Question 9: "How do I try out these ideas without taking too much risk?" Question 10: "Can the way I negotiate really make a difference if the other side is more powerful?" And "How do I enhance my negotiating power?"
