Getting To Yes by Roger Fisher | Audiobook Summary
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The Four Principles of Principled Negotiations
Look at common interests by contemplating questions like, how will we both lose without a deal? You can harmonize differences such as different beliefs and values placed on time. Appeal to the human desire for consistency by linking your proposal with what they've said or decided before. Finally, make it easy for them to say yes by presenting your proposal in a way that seems fair, legitimate, and aligned with their interests.
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