Getting to Yes: Negotiating Agreement Without Giving In

position is likely to be concrete and explicit; the interests underlying it may well be unexpressed, intangible, and perhaps inconsistent. How do you go about understanding the interests involved in a negotiation, remembering that figuring out their interests will be at least as important as figuring out yours?

Ask “Why?” One basic technique is to put yourself in their shoes. Examine each position they take, and ask yourself “Why?”

How do you identify interests?

That period can be divided into three stages: analysis, planning, and discussion.

Insist on using objective criteria.

agreement must reflect some fair standard independent of the naked will of either side.

Before trying to reach agreement, invent options for mutual gain.

Focus on interests, not positions.

A negotiating position often obscures what you really want.