 |
The evidence offers no easy assurances. It shows that the price of top-level achievement is extraordinarily high. Perhaps it’s inevitable that not many people will choose to pay it.
|
206 |
 |
…positional bargaining fails to meet the basic criteria of producing a wise agreement, efficiently and amicably.
|
4 |
 |
The more you clarify your position and defend it against attack, the more committed you become to it.
|
4 |
 |
The more extreme the opening positions and the smaller the concessions the more time and effort it will take to discover whether or not agreement is possible.
|
7 |
 |
Anger and resentment often result as one side sees itself bending to the rigid will of the other while its own legitimate concerns go unaddressed.
|
7 |
 |
…any negotiation primarily concerned with the relationship runs the risk of producing a sloppy agreement.
|
10 |
 |
If the hard bargainer insists on concessions and makes threats while the soft bargainer yields in order to avoid confrontation and insists on agreement, the negotiating game is biased in favor of the hard player.
|
10 |
 |
Before trying to reach agreement, invent options for mutual gain.
|
12 |
 |
Dealing with a substantive problem and maintaining a good working relationship need not be conflicting goals if the parties are committed and psychologically prepared to treat each separately on its own legitimate merits.
|
23 |
 |
Face-saving involves reconciling an agreement with principle and with the self-image of the negotiators. Its importance should not be underestimated.
|
31 |
