Status Updates From Getting to Yes: Negotiating...

Expand the pie before dividing it; invent alternative solutions advantageous to both sides before deciding. This is how you go from deadlock to agreement.

Core concerns in negotiations: 1) autonomy: the desire to make your own choices and control your own fate; 2) appreciation: the desire to be recognised and valued; 3) affiliation: the desire to belong as an accepted member of some peer group; 4) role: the desire to gave a meaningful purpose; 5) status: the desire to deel fairly seen and acknowledged.