Getting to Yes: Negotiating Agreement without Giving In

by Roger Fisher

The purpose of negotiating is to serve your interests. The chance of that happening increases when you communicate them.

As long as you do not seem to imply that the other side’s interests are unimportant or illegitimate, you can afford to take a strong stance in setting forth the seriousness of your concerns.

So if you want the other side to appreciate your interests, begin by demonstrating that you appreciate theirs.

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

“If tomorrow the other side agrees to go along with me, what do I now think I would like them to go along with?”

An open mind is not an empty one.

Do not let your desire to be conciliatory stop you from doing justice to your problem.

In a mental hospital, we do not want psychotic doctors.