Getting to Yes

Fisher, Roger; Ury, William L.

February 10, 2016

In principled negotiation you should present all your reasons first before offering a proposal.

February 09, 2016

Phrasing each piece of information as a question allows

February 09, 2016

communicates the same information to her but in a less threatening manner.

February 05, 2016

Do not push back. When they assert their positions, do not reject them. When they attack your ideas, don’t defend them. When they attack you, don’t counterattack. Break the vicious cycle by refusing to react. Instead of pushing back, sidestep their attack and deflect it against the problem. As in the Oriental martial arts of judo and jujitsu, avoid pitting your strength against theirs directly; instead, use your skill to step aside and turn their strength to your ends.

February 05, 2016

The more easily and happily you can walk away from a negotiation, the greater your capacity to affect its outcome.

February 05, 2016

The greater your willingness to break off negotiations, the more forcefully you can present your interests and the basis on which you believe an agreement should be reached.

February 01, 2016

What makes conceding particularly difficult is having to accept someone else’s proposal. If they suggested the standard, their deferring to it is not an act of weakness but an act of strength, of carrying out their word.

January 27, 2016

a cake.

January 27, 2016

the first sister took her half, ate the fruit, and threw away the peel, while the other threw away the fruit and used the peel from her half in baking

January 27, 2016

Successful negotiation requires being both firm and open.

January 27, 2016

If you want someone to listen and understand your reasoning, give your interests and reasoning first and your conclusions or proposals later.