GETTING TO YES

GETTING TO YES

1. Negotiation: Relation between peoplr

2. THE PROBLEM

   • Don't bargain over positions.
     • Each side assumes its position, argues its position and makes consessions to reach a compromise.
       • The more the negotiator clarifies his position, the more he commits to it.

3. THE METHOD

   • It provides us another way to negotiate instead of being soft or hard.
   • 4 principles
     • SEPARATE THE PEOPLE FROM THE PROBLEM
       • Leave emotions aside and focus on the problem and not ending a relationship.
         • No emotions
         • Without comunication there is no negotiation.
         • Build a work relationship.
     • FOCUS ON INTEREST, NOT POSITIONS
       • Overcome the disadvantages of focusing on your position, the goal is to satisfy the interests.
         • Study the other person interests.
           • Take into account the basic needs.
     • INVENT OPTIONS FOR MUTUAL GAIN
       • Do not limit yourself to one solution, look for something that benefits both parties.
         • Brainstorms.
     • INSIST ON USING OBJECTIVE CRITERIA
       • Decisions must be governed by a fair criterion.