Getting To Yes and other random thoughts

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Getting to Yes
….and other random thoughts.
Getting to Yes
We are always negotiating.
SOFT
HARD
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
A Third Way to Negotiating.
Separate People from the Problem
Focus on Interests, Not Positions
Invent Options for Mutual Gain
Insist on Using Objective Criteria
Separate People from the Problem
Focus on Interests, Not Positions
Invent Options for Mutual Gain
Insist on Objective Criteria
Getting to Yes with your boss
Decision types
Command
Consult
Consensus
Recognize the greater context
All Things Flow from theQuality of the Relationship