Where interests are directly opposed, a negotiator may be able to obtain a favorable result simply by being stubborn. That method tends to reward intransigence and produce arbitrary results. However, you can counter such a negotiator by insisting that his single say-so is not enough and that the agreement must reflect some fair standard independent

Seek out and discuss the principles underlying the other side’s positions.

One way to try to head off this problem is to clarify early in the negotiation that “nothing is agreed until everything is agreed,” so that any effort to reopen one issue automatically reopens all issues.

Generating possible BATNAs requires three distinct operations: (1) inventing a list of actions you might conceivably take if no agreement is reached; (2) improving some of the more promising ideas and converting them into practical alternatives; and (3) selecting, tentatively, the one alternative that seems best.

To invent creative options, then, you will need to (1) separate the act of inventing options from the act of judging them; (2) broaden the options on the table rather than look for a single answer; (3) search for mutual gains; and (4) invent ways of making their decisions easy. Each of these steps is discussed below.

the first impediment to creative thinking is premature criticism, the second is premature closure.

Whatever you say, you should expect that the other side will almost always hear something different.

If a real estate agency selling you a house offers a standard form contract, you would be wise to ask if that is the same standard form they use when they buy a house.

Statements of fact can feel lecturing or threatening. Whenever you can, ask a question instead.