|
|
Getting to Yes:
Principled negotiation produces wise agreements amicably and efficiently.
|
84 |
|
|
Getting to Yes:
The more you bring standards of fairness, efficiency, or scientific merit to bear… the more likely you are to produce a final package that is wise and fair.
|
84 |
|
|
Getting to Yes:
Agree first on principles. Before even considering possible terms, you may want to agree on the standard or standards to apply.
|
89 |
|
|
Getting to Yes:
When each party is advancing a different standard, look for an objective basis for deciding between them…
|
90 |
|
|
Getting to Yes:
It is the combination of openness to reason with insistence on a solution based on objective criteria that makes principled negotiation so persuasive and effective…
|
91 |
|
|
Getting to Yes:
Never yield to pressure, only to principle.
|
92 |
|
|
Getting to Yes:
If you must insist on a bottom line, you are not likely to explore an imaginative solution… A bottom line – by its very nature rigid – is almost certain to be too rigid.
|
101 |
|
|
Getting to Yes:
The reason you negotiate is to produce something better than the results you can obtain without negotiating.
|
102 |
|
|
Getting to Yes:
If you have not thought carefully about what you will do if you fail to reach any agreement, you are negotiating with your eyes closed.
|
102 |
|
|
Getting to Yes:
…the relative negotiating power of two parties depends primarily upon how attractive to each is the option of not reaching agreement.
|
104 |
