Base the result on fair, independent standards. The Power of the BATNA
A core concept of the book is the (Best Alternative to a Negotiated Agreement). It is your standard of absolute measurement. It protects you from accepting unfavorable terms. It prevents you from rejecting terms in your best interest. A strong BATNA increases your negotiation power. Conclusion Getting to Yes: Negotiating Agreement Without G...
Be soft on the people, but hard on the problem. Base the result on fair, independent standards
Negotiating without giving in requires a shift from positions to interests. Introduction Base the result on fair
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.
Positions are what you want; interests are why you want them.