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Quick takeaways
- Positional bargaining leads to poor outcomes and strained relationships, while principled negotiations focus on interests and objective criteria.
- Overcome obstacles in negotiations by developing a BATNA, using negotiation jiu-jitsu, and negotiating the rules of the game to address dirty tricks.
Deep dives
The Problem with positional bargaining
Positional bargaining, where extreme positions are negotiated towards a compromise, leads to poor outcomes and strained relationships. Negotiations should focus on merits and avoid becoming battles of wills.
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