Getting to yes: negotiating agreement without giving in

Ch. 1. Don't Bargain Over Positions --

Ch. 2. Separate the People from the Problem --

Ch. 3. Focus on Interests, Not Positions --

Ch. 4. Invent Options for Mutual Gain --

Ch. 5. Insist on Using Objective Criteria --

Ch. 6. What If They Are More Powerful? (Develop Your BATNA -- Best Alternative To A Negotiated Agreement) --

Ch. 7. What If They Won't Play? (Use Negotiation Jujitsu) --

Ch. 8. What If They Use Dirty Tricks? (Taming the Hard Bargainer).

[pt. 1.] The problem

Don't bargain over positions

[pt. 2.] The method

Separate the people from the problem

Focus on interests, not positions

Invent options for mutual gain

Insist on using objective criteria

[pt. 3.] Yes, but...

What if they are more powerful?

What if they won't play?

What if they use dirty tricks?

[pt. 4.] In Conclusion

[pt. 5.] Ten questions people ask about getting to yes.