Getting to yes: negotiating agreement without giving in

The problem. Don't bargain over positions

The method. Separate the people from the problem ; Focus on interests, not positions ; Invent options for mutual gain ; Insist on using objective criteria

Yes, but. What if they are more powerful? (Develop your BATNA

Best Alternative To a Negotiated Agreement) ; What if they won't play? (Use negotiation jujitsu) ; What if they use dirty tricks? (Taming the hard bargainer)

In Conclusion

Ten questions people ask about getting to yes

Analytical table of contents

A note on the Harvard Negotiation Project.

Part 1 : The problem

Don't bargain over positions

Part 2 : The method

Separate the people from the problem

Focus on interests, not positions

Invent options for mutual gain

Insist on using objective criteria

Part 3 : Yes, but ...

What if they are more powerful?

What if they won't play?

What if they use dirty tricks?

Part 4 : In conclusion

Part 5 : Ten questions people ask about getting to yes.