Positional Bargaining and its Drawbacks

Getting To Yes - by Roger Fisher & William Ury

'Negotiation an agreement without giving in'

Whether it's asking for a raise with from boss, trying to find an agreed upon price for your house or discussing what you should do on date night, like it or not, you are a negotiator. We all negotiate every day. Most people negotiate by 'positional bargaining', but Roger and William show us their superior 'Principled Negotiation' techniques with a few simple steps:

1. Separate the problem from the people

2. Focus on interests not positions

3. Invent options for mutual gain

4. Insist on using objective criteria.

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