T

abl
eofCont s:Ge
ent t
ti
ngt
oYes

Anal
yt
ical
Tabl
eofCont
ent
s
Prefacet
otheSecondEdi
ti
on i
x
Acknowledgments xi
I
ntroduct
ion xvi
i

I
.THEPROBLEM
1.Don’
tBar
gai
nOverPosi
ti
ons
Argui
ngoverpos i
ti
onsproducesunwi seagreements4
Argui
ngoverpos i
ti
onsi
si neffici
ent 5
Argui
ngoverpos i
ti
onsendanger sanongoingrelat
ionshi
p 6
Whent herearemanyparties,posi
ti
onalbargai
ni
ngi sevenwor
se7
Beingniceisnoanswer 7
Therei
sanal t
ernat
ive9

I
I.THEMETHOD
2.Separ
atet
hePeopl
efr
om t
hePr
obl
em
Negoti
ator
sarepeopl
efirst 18
Ever
ynegotiat
orhastwoki
ndsofint
erest
s:
i
nthesubstanceandint
herel
ati
onship 19
Therel
ati
onshiptendst
obecomeentangl
edwit
htheprobl
em 20
Posi
ti
onalbargai
ningput
srel
ati
ons
hipandsubs
tancei
nconfli
ct20
Separat
etherel
ati
onshi
pfr
om t
hesubst
ance;
dealdi
rect
lywi
ththepeopl
eprobl
em 21
Percept
ion 22
Putyoursel
finthei
rshoes 23
Don’tdeducetheiri
ntenti
onsf r
om yourf
ears 25
Don’tbl
amet hem foryourproblem 25
Dis
cusseachot her’
sperceptions 26
Lookforopportuni
ti
estoactinconsist
entl
ywit
hthei
rper
cept
ions 26
Emot
ion 29
Fi
rstr
ecogniz
eandunders
tandemot
ions
,thei
rsandyours 29
Makeemotionsex
pli
ci
tandacknowl
edgethem asl
egi
ti
mate 30

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abl
eofCont s:Ge
ent t
ti
ngt
oYes

Al
low t
heothers
idetoletof
fst
eam 31
Don’
treactt
oemot i
onalout
bur
sts31
Usesymboli
cgestur
es32
Communi
cat
ion 32
Li
stenacti
vel
yandack nowledgewhati
sbei
ngs
aid 34
Speaktobeunderstood 35
Speakaboutyours
elf,notaboutt
hem 36
Speakforapurpose 36
Pr
event
ionwor
ksbest 36
Buil
daworki
ngrel
ati
onshi
p 37
Facethepr
obl
em,notthepeopl
e 37

3.FocusonI
nter
est
s,NotPosi
ti
ons
Forawi
ses
olut
ion,r
econci
l
eint
eres
ts,notposi
ti
ons 40
I
nter
est
sdefinetheproblem 40
Behi
ndopposedpos i
ti
onsli
esharedand
compat
ibl
eint
eres
ts,aswellasconfli
cti
ngones 42
How doyoui
dent
if
yint
erest
s? 44
Ask“Why?” 44
Ask“Whynot?”Thinkaboutt
heirchoice 44
Real
i
zethateachsi
dehasmul t
iplei
nteres
ts 47
Themostpowerful
inter
est
sarebas i
chumanneeds 48
Makeali
st 50
Tal
kabouti
nter
est
s 50
Makey ourinterestscomeal i
ve 50
Acknowledget heirinter
estsaspartoft
heprobl
em 51
Putthepr oblem beforeyouanswer 51
Lookforward,notback 52
Beconcr etebutflex ible 53
Behardont hepr oblem,softonthepeopl
e 54

4.I
nventOpt
ionsf
orMut
ualGai
n
Di
agnosi
s 57
Pr
ematur
ejudgment 57

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eofCont s:Ge
ent t
ti
ngt
oYes

Searchi
ngf orthesingl
eans wer 58
Theass umptionofafixedpi e 59
Thinki
ngthat“ sol
vi
ngtheirproblem i
sthei
rpr
obl
em” 59
Prescr
ipti
on 60
Separateinventi
ngfrom decidi
ng 60
Beforebrainstor
ming 61
Duringbrainstor
ming 61
Aft
erbr ai
nstorming 62
Cons i
derbr ai
nst
ormingwi
tht
heot
hers
ide 63
Br
oadenyouropt
ions 65
Mult
ipl
yopt i
onsbys hut
tl
ingbetweent hespeci
fic
andthegeneral:TheCi r
cleChar t 66
Lookthr
ought heey esofdiffer
entex perts 69
I
nventagreementsofdi f
ferentstrengths 69
Changethes copeoft hepropos edagr eement 70
Lookf
ormut
ual
gai
n 70
I
denti
fyshar
edint
eres
ts 71
Dovet
ail
diff
eri
ngi
nter
est
s 73
Anydif
fer
enceininteres
ts? 74
Di
ff
erentbel
ief
s? 74
Di
ff
erentval
uesplacedont i
me? 75
Di
ff
erentfor
ecasts
? 75
Di
ff
erencesinaversi
ontoris
k? 75
As
kfort
hei
rpr
efer
ences 75
Maket
hei
rdeci
si
oneasy 76
Whoseshoes? 76
Whatdeci
sion? 77
Maki
ngthreatsi
snotenough 79

5.I
nsi
sti
nUsi
ngObj
ect
iveCr
it
eri
a
Deci
dingonthebasi
sofwil
li
scostl
y 81
Thecaseforusi
ngobj
ect
ivecr
it
eri
a 82
Pr
inci
plednegot
iat
ionpr
oduceswi
seagr
eement
sami
cabl
yandef
fici
ent
ly 83

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abl
eofCont s:Ge
ent t
ti
ngt
oYes

Devel
opi
ngobj
ect
ivecr
it
eri
a 85
Fai
rst
andar
ds 85
Fai
rpr
ocedures 86
Negot
iat
ingwi
thobj
ect
ivecr
it
eri
a 88
Fr
ameeachi
ssueasaj
oints
ear
chf
orobj
ect
ivecr
it
eri
a 88
Ask“What’
syourtheor
y?” 88
Agreefir
stonpri
ncipl
es 88
Reasonandbeopent
oreas
on 89
Neveryi
el
dtopres
sur
e 90
“
It
’scompanypol
i
cy” 92

I
II
.YES,BUT. .
.
6.WhatIfTheyAreMorePower
ful
?(Devel
opyourBATNA–
bestal
ter
nati
vetoanegot
iat
edagr
eement)
Pr
otect
ingyour
sel
f 97
Thecostsofusi
ngabottom l
i
ne 98
Know yourBATNA 99
Theins
ecuri
tyofanunknownBATNA 100
For
mulateatri
pwire 101
Maki
ngt
hemostofyourasset
s102
Thebett
eryourBATNA,thegr
eat
eryourpower 102
Devel
opy ouBATNA 103
Consi
dertheothers
ide’
sBATNA 105
Whent
heot
hersi
dei
spower
ful 106

7.WhatI
fTheyWon’
tPl
ay?(
Usenegot
iat
ionj
uj
it
su)
Negot
iat
ionj
uj
it
su 108
Don’tat
tacktheirposi
ti
on,l
ookbehindi
t 109
Don’tdefendy ouri
deas,i
nvi
tecr
it
ici
sm andadvi
ce 110
Recastanat t
ackony ouasanatt
ackont hepr
oblem 111
Askquestionsandpaus e 111
Consi
dert
heone-
textpr
ocedur
e 112

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abl
eofCont s:Ge
ent t
ti
ngt
oYes

Get
ti
ngt
hem t
opl
ay:Thecaseoft
heJonesReal
tyandFr
ankTur
nbul
l 117
Thecas ei nbr ief 117
“Pleasecor r
ectmei fI
’m wr ong” 117
“Weappr eciatewhaty ou’ vedonef orus ” 118
“Ourconcer ni sf air
ness ” 119
“Wewoul dliket os ett
let hisont hebas i
sofindependentstandards ,
notofwhocandowhatt owhom” 119
“Trustisas epar ateissue” 121
“CouldIas ky ouaf ew ques ti
onstos eewhet hermyfactsareright?” 122
“What ’
st hepr inci pl
ebehi ndy ouract i
on” 123
“Letmes eei fIunder standwhaty ou’resaying?” 123
“Letmegetbackt oy ou” 124
“Letmes how y ouwher eIhav etroubl efol
l
owi ngsomeofy ourr easoni
ng” 125
“Onef airsol
ut ionmi ghtbe…” 125
“I
fweagr ee…I fwedi sagr ee…” 126
“We’ dbehappyt os eei fwecanl eav ewheni t’smostconvenientforyou” 127
“I
t’sbeenapl eas uredeal ingwi t
hy ou” 127

8.WhatI
fTheyUseDi
rt
yTr
icks?(
Tami
ngt
hehar
dbar
gai
ner
)
How doyounegot
iat
eaboutt
her
ulesoft
hegame? 130
Separat
ethepeoplefrom theproblem 131
Focusoninter
ests
,notpos it
ions 131
I
nventopti
onsformut ualgai
n 131
I
nsisti
nobject
ivecri
teri
a 131
Somecommont
ri
ckyt
act
ics 132
Del
i
ber
atedecept
ion 132
Phonyfacts 132
Ambiguousauthori
ty 133
Dubiousint
enti
ons 133
Lessthanful
ldis
closur
eisnott
hes
ameasdecept
ion 134
Psychol
ogi
cal
war
far
e 135
Str
es s
fulsi
tuat
ions 135
Personalatt
acks 135
Thegood- guy/
bad-guyrout
ine 136
Threats 136

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abl
eofCont s:Ge
ent t
ti
ngt
oYes

Posi
ti
onal
pressur
etact
ics 138
Refusaltonegotiat
e 138
Extr
emedemands 139
Escal
atingdemands 139
Lock-i
nt act
ics 140
Hardheartedpartner 141
Acalculateddelay 141
“Takeitorleaveit” 141
Don’
tbeav
ict
im 142

I
V.I
NCONCLUSI
ON
Youknew i
tall
theti
me 147
Learnf
rom doi
ng 147
“Winni
ng” 148

V.TENQUESTIONSPEOPLEASKABOUTGETTI NG TO YES
Quest
ionsAboutFai
rnessand“Pri
nci
pled”Negotiat
ion 151
Quest
ion1:“
Doesposi
ti
onalbar
gaingev
ni ermakesense?151
How i
mpor t
anti
sittoavoi
danar bi
tr
aryoutcome? 151
How complexarethei
ssues? 152
How i
mpor t
anti
sittomaint
ainagoodwor kingr
elat
ions
hip? 152
Whataretheothersi
de’
sex pectati
ons,andhow har
dwoul dt
heybet
ochange? 152
Whereareyouinthenegoti
ation? 153
Quest
ion2:“
Whati ft
heot
hersi
debel
i
evesi
nadi
ff
erent
st
andardoff
air
ness? 153
Agr
eementont
he“
bes
t”s
tandar
disnotneces
sar
y? 154
Quest
ion3:“
Shoul
dIbef
airi
fIdon’
thavet
obe?” 154
How muchi st
hedi ff
erencewor thtoyou? 155
Wil
ltheunfai
rresultbedur abl
e? 156
Whatdamagemi ghttheunf ai
rresul
tcaus
etothisorot
herr
elat
ions
hips
? 156
Wil
lyourconsciencebot heryou? 156

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eofCont s:Ge
ent t
ti
ngt
oYes

Quest
ionsAboutDeal
ingwit
hPeopl
e 157
Quest
ion4:“
WhatdoIdoift ear
hepeopl ethepr
obl
em?” 157
Bui
ldaworki
ngrelat
ionshipindependentofagr
eementordi
sagr
eement 157
Negot
iat
etherel
ati
onship 159
Di
sti
ngui
shhow youtreatthem fr
om how theyt
reaty
ou 159
Dealr
ati
onal
l
ywithappar entir
rat
ional
i
ty 160
Quest
ion5:“Shoul
dInegot
iat
eevenwit
hter
ror
ist
sorsomeone
l
i
keHi t
ler
?Whendoesitmakesensenott
onegotiat
e?” 161
Negot
iat
ewi
thter
ror
ist
s? 161
Negot
iat
ewi
thsomeonel i
keHi
tl
er? 163
Negot
iat
ewher
epeopleareacti
ngoutofrel
igi
ousconv
ict
ion? 164
Whendoesi
tmakesens enott
onegoti
ate?” 164
Quest
ion6:“How shoul
dIadjustmynegoti
ati
ngappr
oachtoaccount
f
ordi
ffer
encesofpersonal
i
ty,gender
,cul
tur
e,andsoon?” 166
Getinstep 166
Adaptourgeneraladvi
cetot hespecificsit
uati
on 167
Payatt
entiontodif
fer
encesofbeliefandcus t
om,
butavoidster
eotypi
ngindiv
idual
s 167
Questi
ony ouassumptions
;li
s t
enacti
v el
y 168
Quest
ionsAboutTactics 168
Quest
ion7:“How doIdecidethi
ngslike‘
Wher
eshoul
dwemeet
?’
‘
Whoshouldmaket hefirstof
fer?’and
‘
How highshoul
dIStart
?’” 168
Wheres houl
dwemeet ? 168
Whos houldmakethefirs
toffer? 169
“How hi
ghs houl
dIst
art
?” 169
Str
ategydependsonpreparati
on 170
Quest
ion8:“
Concr
etel
y,how doImovef
rom i
nvent
ingopt
ions
t
omakingcommit
ments?” 171
Thi
nkaboutclosurefrom t
hebeginni
ng 171
Consi
dercraft
ingaframeworkagreement 171
Movetowardcommi tmentgraduall
y 172
Bepersi
stenti
npur s
ui ngy
ourint
erest
s,butnotr
igi
dinpur
sui
ngany
par
ti
cul
ars ol
uti
on 173
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ent t
ti
ngt
oYes

Makeanoff
er 174
Begener
ousattheend 174
Quest
ion9:“
How doItryoutt
hesei
deaswi
thoutt
aki
ng
t
oomuchr i
sk?” 175
Starts
mall 175
Mak eaninvest
ment 175
Review y
ourperfor
mance 175
Prepare! 176
QuestionsAboutPower 177
Question10:“CanthewayInegoti
atereal
l
ymakeadi ff
erencei
fthe
othersideismorepowerf
ul?”And“How doIenhancemy
negotiati
ngpower?” 177
Somet hingsyoucan’tget 177
How younegot i
atemakesabi gdiffer
ence 177
“Resources”arenotthesameas“ negot
iat
ionpower
” 178
Don’
task“ Who’smorepower f
ul?” 178
Ther
ear emanys our
cesofnegotiati
onpower 179
Therei
spowerindevelopingagoodwor ki
ngrel
ati
onshi
pbetweent
he
peopl
enegot
iat
ing 179
Therei
spowerinunderstandinginterest
s 181
Therei
spowerininv
ent i
nganel egantopt i
on 182
Therei
spowerinusi
ngex t
ernalstandardsofl
egit
imacy 183
Therei
spowerindevelopingagoodBATNA 183
Therei
spowerinmak i
ngacar ef
ullycraf
tedcommitment 184
Cl
ari
fywhatyouwil
ldo 184
Consi
dercommit
ti
ngtowhatyouwi
l
lnotdo 185
Cl
ari
fywhatyouwantt
hem t
odo 186
Maket
hemostofyourpot
ent
ial
power 186

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