Arturo’s Reviews > Getting to Yes: Negotiating Agreement Without Giving In > Status Update

c7. what if they wont play
negotiation jujitsu
three possible scenarios: they define a hard position, criticize your ideas or attack you
be wiser, dont engange

c6. what if they are more powerful?
look for alternatives

c5. insisting on usung objective criteria

c4. invent options for mutual gain
brainstorm ideas, be creative, look for new options

c3. focus on interest, not positions
think about in the future instead of past. think about what could work for them instead for where they coming to now.

c3. focus on interests, not positions
interest is what you want and the position is justified by your interest so you need to understand the interest first.

c3. separate the people from the problem
listen and ve careful about the other people

c1. dont bargain over positions

c1. dont bargain over positions