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Getting to Yes:
…emotional involvement on one side of an issue makes it difficult to achieve the detachment necessary to think up wise ways of meeting the interests of both sides…
|
61 |
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Getting to Yes:
Since judgment hinders imagination, separate the creative act from the critical one; separate the process of thinking up possible decisions from the process of selecting among them. Invent first, decide later.
|
62 |
|
|
Getting to Yes:
Physically sitting side by side can reinforce the mental attitude of tackling a common problem together.
|
63 |
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|
Getting to Yes:
People are so accustomed to meeting for the purpose of reaching agreement that any other purpose needs to be clearly stated.
|
65 |
|
|
Getting to Yes:
Time spent brainstorming together is surely among the best-spent time in negotiation.
|
67 |
|
|
Getting to Yes:
The key to wise decision-making… lies in selecting from a great number and variety of options.
|
67 |
|
|
Getting to Yes:
Another way to generate multiple options is to examine your problem from the perspective of different professions and disciplines.
|
70 |
|
|
Getting to Yes:
Even apart from a shared interest in averting joint loss, there almost always exists the possibility of joint gain.
|
72 |
|
|
Getting to Yes:
As a negotiator, you will almost always want to look for solutions that will leave the other side satisfied as well.
|
74 |
|
|
Getting to Yes:
The relationship between the sides, often taken for granted and overlooked, frequently outweighs in importance the outcome of any particular issue.
|
74 |
