1. Getting to Yes ….and other random thoughts.

2. Getting to Yes

3. We are always negotiating. SOFT HARD Participants=friends Goal is agreement Make concessions Yield position easily Make offers Disclose bottom line Accept 1-sided losses Insist on agreement Participants=adversaries The goal is victory Demand concessions Be hard on problem/people Distrust others Dig into your position Make threats Demand 1-sided gains Insist on your position

4. A Third Way to Negotiating. Separate People from the Problem Focus on Interests, Not Positions Invent Options for Mutual Gain Insist on Using Objective Criteria

5. Separate People from the Problem

6. Focus on Interests, Not Positions

7. Invent Options for Mutual Gain

8. Insist on Objective Criteria

9. Getting to Yes with your boss

10. Decision types Command Consult Consensus

11. Recognize the greater context

12. All Things Flow from theQuality of the Relationship