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Give them a stake in the outcome by making sure they participate in the process.
Roger Fisher, William L. Ury, Bruce Patton • Getting to Yes: Negotiating Agreement Without Giving In
Seek out and discuss the principles underlying the other side’s positions.
Roger Fisher, William L. Ury, Bruce Patton • Getting to Yes: Negotiating Agreement Without Giving In
The Harvard Negotiation Project
Roger Fisher • Difficult Conversations: How to Discuss What Matters Most
Before trying to reach agreement, invent options for mutual gain.
Roger Fisher, William L. Ury, Bruce Patton • Getting to Yes: Negotiating Agreement Without Giving In
Few things facilitate a decision as much as precedent.
Roger Fisher, William L. Ury, Bruce Patton • Getting to Yes: Negotiating Agreement Without Giving In
Pay attention to “core concerns.”
Roger Fisher, William L. Ury, Bruce Patton • Getting to Yes: Negotiating Agreement Without Giving In
- Problem-Solving Together
Roger Fisher • Difficult Conversations: How to Discuss What Matters Most
proposition: Separate the people from the problem.
Roger Fisher, William L. Ury, Bruce Patton • Getting to Yes: Negotiating Agreement Without Giving In
Behind opposed positions lie shared and compatible interests, as well as conflicting ones.