Books we recommend
Getting to Yes: Negotiating agreement without giving in
Roger Drummer Fisher
Published 2012
NegotiationCommunicationDifficult Conversations
- Focus on interests, not positions: look beneath stated demands to understand the underlying needs and motivations of all parties.
- Separate the people from the problem: address relationship issues (emotions, perceptions, communication) independently from the substantive issues.
- Invent options for mutual gain: brainstorm creatively before deciding, aiming for solutions that expand value rather than split the difference.
- Insist on objective criteria: use fair standards (market value, expert opinion, legal precedent) to guide decisions instead of power or pressure.
- Know your BATNA (Best Alternative to a Negotiated Agreement): strengthen your fallback options so you negotiate with confidence and avoid accepting a bad deal.
- Use principled negotiation even with difficult counterparts: stay calm, use active listening, and reframe attacks toward problem-solving rather than confrontation.
