EID-372 -> Resources -> "Getting to Yes" Questions

Questions for "Getting to Yes"


Ch. 1: Don't bargain over positions:

Ch. 2: Separate the People from the Problem:

Ch. 3: Focus of Interests, not Positions:

Ch. 4: Invent Options for Mutual Gain:

Ch. 5: Insist on Using Objective Criteria:

Ch. 6: What if They Are More Powerful?
  (Develop your BATNA)

Ch. 7: What if They Won't Play?
  (Negotiation Jujitsu)

Ch. 8: What if They Use Dirty Tricks?

In Conclusion:

Ten Questions people ask about "Getting to Yes":

Questions about fairness and "principled" negotiation:

  1. Does positional bargaining ever make sense?
  2. What if the other side believes in a different standard of fairness?
  3. Should I be fair if I don't have to?

Questions about dealing with people:

  1. What do I do if people are the problem?
  2. Should I negotiate even with terrorists or someone like Hitler? When does it make sense not to negotiate?
  3. How should I adjust my negotiating approach to account for differences of personality, gender, culture, etc.?

Questions about tactics:

  1. How do I decide things like: "Where should we meet? Who should make the first offer? And how high should I start?"
  2. Concretely, how do I move from inventing options to making commitments?
  3. How do I try out these ideas without taking too much risk?

Questions about power:

  1. Can the way I negotiate really make a difference if the other side is more powerful? And How do I enhance my negotiating power?

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