Getting To Yes: Negotiating Agreement Without G... -

Base the result on fair, independent standards. The Power of the BATNA

Be soft on the people, but hard on the problem. Getting to Yes: Negotiating Agreement Without G...

Brainstorm multiple solutions before making a decision. Base the result on fair, independent standards

Principled negotiation moves parties away from adversarial bargaining. By focusing on mutual gains and fair standards, it allows for efficient agreements that preserve and improve relationships. Base the result on fair

Positions are what you want; interests are why you want them.