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Getting to Yes:
Most negotiations take place in the context of an ongoing relationship, where it is important to carry on each negotiation in a way that will help rather than hinder…
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22 |
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Getting to Yes:
A major consequence of the ‘people problem’ in negotiation is that the parties’ relationship tends to become entangled with their discussions of substance.
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22 |
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Getting to Yes:
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.
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23 |
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Getting to Yes:
In negotiating it is easy to forget that you must deal not only with their people problems, but also with your own.
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24 |
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Getting to Yes:
Ultimately … conflict lies not in objective reality, but in people’s heads.
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24 |
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Getting to Yes:
The ability to see the situation as the other sides sees it, as difficult as it may be, is one of the most important skills a negotiator can possess.
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25 |
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Getting to Yes:
…even if blaming is justified, it is usually counterproductive. Under attack, the other side will become defensive and will resist what you have to say.
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27 |
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Getting to Yes:
The whole process of negotiation becomes stronger as each side puts their imprimatur bit by bit on developing a solution.
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30 |
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Getting to Yes:
Often in a negotiation people will continue to hold out not because the proposal on the table is inherently unacceptable, but simply because they want to avoid the feeling or the appearance of backing down to the other side.
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31 |
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Getting to Yes:
Face-saving involves reconciling an agreement with principle and with the self-image of the negotiators. Its importance should not be underestimated.
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31 |
