|
|
Getting to Yes:
…positional bargaining fails to meet the basic criteria of producing a wise agreement, efficiently and amicably.
|
4 |
|
|
Getting to Yes:
The more you clarify your position and defend it against attack, the more committed you become to it.
|
4 |
|
|
Getting to Yes:
…the more attention that is paid to positions, the less attention is devoted to meeting the underlying concerns of the parties.
|
6 |
|
|
Getting to Yes:
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 |
|
|
Getting to Yes:
Decision-making is difficult and time-consuming at best. Where each decision not only involves yielding to the other side but will likely produce pressure to yield further, a negotiator has little incentive to move quickly.
|
7 |
|
|
Getting to Yes:
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 |
|
|
Getting to Yes:
Positional bargaining… strains and sometimes shatters the relationships between the parties.
|
7 |
|
|
Getting to Yes:
The more people involved in a negotiation, the more serious the drawbacks to positional bargaining.
|
8 |
|
|
Getting to Yes:
In a soft negotiating game the standard moves are to make offers and concessions, to trust the other side, to be friendly, and to yield as necessary to avoid confrontation.
|
9 |
|
|
Getting to Yes:
…any negotiation primarily concerned with the relationship runs the risk of producing a sloppy agreement.
|
10 |
