Getting to Yes: Negotiating Agreement Without Giving In: Second Edition

Acknowledgments

Introduction

I. The Problem

1. Don't Bargain Over Positions

II. The Method

2. Separate the PEOPLE from the Problem

3. Focus on INTERESTS, Not Positions

4. Invent OPTIONS for Mutual Gain

5. Insist on Using Objective CRITERIA

Yes, But...

6. What It They Are More Powerful? (Develop Your BATNA—Best Alternative to a Negotiated Agreement)

7. What If They Won't Play? (Use Negotiation Jujitsu)

8. What If They Use Dirty Tricks? (Taming the Hard Bargainer)

IV. In Conclusion

V. Ten Questions People Ask About Getting to Yes

Analytical Table of Contents

A Note on the Harvard Negotiation Project

Ten Questions People Ask About Getting to Yes Questions About Fairness and "Principled" Negotiation

Question 1: "Does positional bargaining ever make sense?"

Question 2: "What if the other side believes in a different standard of fairness?"

Question 3: "Should I be fair if I don't have to be?"

Questions About Dealing with People

Question 4: "What do I do if the people are the problem?"

Question 5: "Should I negotiate even with terrorists of someone like Hitler? When does it make sense not to negotiate?"

Question 6: "How should I adjust my negotiating approach to account for differences of personality, gender, culture, and so on?"

Questions About Tactics

Question 7: "How do I decide things like 'Where should we meet?' 'Who should make the first offer?' and 'How high should I start?'"

Question 8: "Concretely, how do I move from inventing options to making commitments?"

Question 9: "How do I try out these ideas without taking too much risk?"

Questions About Power

Question 10: "Can the way I negotiate really make a diference if the other side is more powerful?" And "How do I enhance my negotiating power?"