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Start With No:
Agendas… help us to maintain emotional control. They are our first line of defense in this regard, our surefire means of staying on track.
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216 |
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Start With No:
Our agendas must do better. They must provide a clear path through the negotiation thicket.
|
217 |
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Start With No:
The only agenda that is valid for purpose of negotiations – the only agenda that will produce results – is the one that has been negotiated with an adversary.
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217 |
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Start With No:
…if you think your adversary feels she has a problem even though you don’t think it’s a problem, you must see it as one.
|
219 |
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Start With No:
…if we do deal with our problems head-on, we appear as effective people to the adversary. This is comforting for the adversary and for us.
|
222 |
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Start With No:
The line between problems and baggage is a thin one… Baggage discarded by all concerned is not a problem. Baggage that isn’t discarded remains a problem.
|
226 |
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Start With No:
Without a clear understanding and picture of what we want at every point in the negotiation, we can’t put it on an agenda. And if we can’t put it on an agenda, we have no right to ask for it.
|
227 |
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Start With No:
…if we want to stay in control to the extent possible – as we do – what we want must be part of every agenda. (Want, not need. We don’t need anything, of course.)
|
228 |
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Start With No:
A great exercise is to sit down and think about a ‘typical’ negotiation in your field – if there is such a thing – and draw up a list of wants along the way.
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231 |
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Start With No:
By framing your wants in terms of those decisions, you discipline yourself to live in the word of the adversary…
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232 |
