Getting to yes

Getting to yes

1. The Problem

   • Don't Bargaing about positions
     • Soft
     • Hard
     • Principled
       • Best option
         • Is a way to use the best part of soft and hard positions, and by this way you can do a better negotiation

2. The method

   • Separate the people from the problem
     • three basic categories
       • Perception
       • Emotion
       • Communication
   • Focus on interest, not positions
     • In every negotiation each party has multiple interests
   • Invent options for mutual gain
     • Separate the act of inventing options from de act of judging them
     • Broaden the options on the table rather tan look for a single answer
       • An idea to generate others
     • Search for mutual gains
     • Invent ways of making their decisions easy
   • Insisit on use objective criteria

Imagens e arquivos do mapa