Questions for "Getting to Yes"
- Why knowing how to negotiate is important?
- What are the main types of negotiation?
- How these types differ?
Ch. 1: Don't bargain over positions:
- What are the 3 criteria to judge a method of negotiation by?
- Why Positional Agreement is not a productive way to negotiate?
- Which are the 2 levels at which a negotiation takes place?
- Which are the 4 points that define Principled Negotiations and their main characteristics?
Ch. 2: Separate the People from the Problem:
- Why it is beneficial to do this?
- What are the 2 kinds of interests every negotiator has?
- On what should you base your relationship with the other party?
- Detail how you should deal with: perception, emotion, and communication.
Ch. 3: Focus of Interests, not Positions:
- Why should you focus on interests and not on positions?
- How you identify interests?
- What are the most powerful interests?
- How do you talk about interests?
- How should you deal with the problem and the people?
Ch. 4: Invent Options for Mutual Gain:
- Why it is important to invent options?
- What are the major obstacles that inhibit inventing options?
- What should you do to circumvent these obstacles?
- How should you conduct brainstorming?
- How do you broaden your options?
- Describe the Circle Chart
- How do you look for mutual gain?
- How do you make their decision easy?
Ch. 5: Insist on Using Objective Criteria:
- Why shouldn't you decide on the basis of will?
- Why should you use objective criteria?
- How do you develop objective criteria?
- How do you negotiate with objective criteria?
- Should you yield to pressure? Why or why not?
Ch. 6: What if They Are More Powerful?
(Develop your BATNA)
- What are the costs of using a"bottom line"?
- What is BATNA?
- Why it is important to know your BATNA?
- How you develop your BATNA?
- Should you try to know the other side's BATNA?
Ch. 7: What if They Won't Play?
- What are the 3 means to focus their attention on the merits of the negotiation?
- What does Negotiation Jujitsu mean?
- What are the means to apply it?
- How do you address the people and issues in a negotiation jujitsu situation? Give practical examples...
Ch. 8: What if They Use Dirty Tricks?
- Should you respond in kind? Why or why not?
- How do you negotiate about the rules of the game?
- What are some common trick tactics? Describe how you can defuse each of them...
- What means "winning" in the context of a principled negotiation?
Ten Questions people ask about "Getting to Yes":
Questions about fairness and "principled" negotiation:
- Does positional bargaining ever make sense?
- What if the other side believes in a different standard of fairness?
- Should I be fair if I don't have to?
Questions about dealing with people:
- What do I do if people are the problem?
- Should I negotiate even with terrorists or someone like Hitler? When does it make sense not to negotiate?
- How should I adjust my negotiating approach to account for differences of personality, gender, culture, etc.?
Questions about tactics:
- How do I decide things like: "Where should we meet? Who should make the first offer? And how high should I start?"
- Concretely, how do I move from inventing options to making commitments?
- How do I try out these ideas without taking too much risk?
Questions about power:
- Can the way I negotiate really make a difference if the other side is more powerful? And How do I enhance my negotiating power?