Getting To Yes and other random thoughts

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  • Getting To Yes and other random thoughts

    1. 1. Getting to Yes<br />….and other random thoughts. <br />
    2. 2. Getting to Yes<br />
    3. 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. 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. 5. Separate People from the Problem<br />
    6. 6. Focus on Interests, Not Positions<br />
    7. 7. Invent Options for Mutual Gain<br />
    8. 8. Insist on Objective Criteria<br />
    9. 9. Getting to Yes with your boss<br />
    10. 10. Decision types<br />Command<br />Consult<br />Consensus<br />
    11. 11. Recognize the greater context<br />
    12. 12. All Things Flow from theQuality of the Relationship<br />

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