Getting to Yes: Negotiating Agreement without Giving In

by Roger Fisher

People: Separate the people from the problem. Interests: Focus on interests, not positions. Options: Invent multiple options looking for mutual gains before deciding what to do. Criteria: Insist that the result be based on some objective

conflict lies not in objective reality, but in people’s heads.

No one is perfect or entirely consistent about anything, but

judgment hinders imagination,