The document discusses different approaches to negotiation - specifically a soft approach that focuses on reaching agreement amicably while making concessions, a hard approach that sees negotiation as a contest to win at all costs, and the principled negotiation method developed at Harvard that is "hard on the merits, soft on the people" by employing no tricks or posturing. It notes that principled negotiation shows how to be fair while protecting against being taken advantage of, and acknowledges how easy it is for people to misunderstand each other and take things personally in problems without considering different perspectives.

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er
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5. “ The Third way to Negotiate, the Method of Principled
Negotiation developed at the Harvard Negotiation Projects is the
method of negotiation which is hard on the merits, soft on the
people. It employees no tricks and no posturing ”
“ It shows you how to obtain what you entitled to and still be
decent. It enables you to be fair while protecting you against those
who would take advantage of your fairness”

6. Everyone knows how hard it is to deal with a problem without
people misunderstanding each other, getting angry or upset, and
taking things personally

7. Put yourself in their shoes: How you see the world depends on
where you sit. People tend to see what they want to see.

8. Tenants Perceptions Landlady's Perceptions
The rent is already too high The rent has not been increased for a long time
With other costs going up, I can't afford to pay
With other costs going up. I need more rental income
more for housing
The apartment needs painting He has given that apartment heavy wear and tear
I know people who pay less for a comparable I know people who pay more for a comparable
apartment apartment
Young people like me can't afford to pay high Young people like him tend to make noise and to be
rents hard on an apartment
The rent ought to be low because the We landlords should raise rents in order to improve the
neighborhood is rundown quality of the neighbourhood
I am desirable tenant with no dogs or cats His hi-fi drives me crazy
I always pay the rent whenever she ask for it He never pays the rent until I ask for it
She is cold and distant; she never ask me how I am considerate person who never intrudes on a
things are tenant's privacy

9. If you read
this book,
all the
better

10. If you read
this book,
all the
better