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Getting To Yes and other random thoughts
Getting To Yes and other random thoughts
Getting To Yes and other random thoughts
Getting To Yes and other random thoughts
Getting To Yes and other random thoughts
Getting To Yes and other random thoughts
Getting To Yes and other random thoughts
Getting To Yes and other random thoughts
Getting To Yes and other random thoughts
Getting To Yes and other random thoughts
Getting To Yes and other random thoughts
Getting To Yes and other random thoughts
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Getting To Yes and other random thoughts

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  • Transcript

    • 1. Getting to Yes<br />….and other random thoughts. <br />
    • 2. Getting to Yes<br />
    • 3. We are always negotiating. <br />SOFT<br />HARD<br />Participants=friends<br />Goal is agreement<br />Make concessions<br />Yield position easily<br />Make offers<br />Disclose bottom line<br />Accept 1-sided losses<br />Insist on agreement<br />Participants=adversaries<br />The goal is victory<br />Demand concessions<br />Be hard on problem/people<br />Distrust others<br />Dig into your position<br />Make threats<br />Demand 1-sided gains<br />Insist on your position<br />
    • 4. A Third Way to Negotiating. <br />Separate People from the Problem<br />Focus on Interests, Not Positions<br />Invent Options for Mutual Gain<br />Insist on Using Objective Criteria<br />
    • 5. Separate People from the Problem<br />
    • 6. Focus on Interests, Not Positions<br />
    • 7. Invent Options for Mutual Gain<br />
    • 8. Insist on Objective Criteria<br />
    • 9. Getting to Yes with your boss<br />
    • 10. Decision types<br />Command<br />Consult<br />Consensus<br />
    • 11. Recognize the greater context<br />
    • 12. All Things Flow from theQuality of the Relationship<br />

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