Getting to Yes

Question 1

interests

Answer 1

underlying motivations; needs and concerns; fears and aspirations

Question 2

Options

Answer 2

possible means for satisfying or reconciling interests

Question 3

Alternatives

Answer 3

BATNA; actions that do not involves agreement

consider the other side

Question 4

Legitimacy

Answer 4

insist on using objective criteria; never yield to threats, bribes, or manipulation

Question 5

Relationship

Answer 5

separate the relationship from substance; put yourself in their shoes

Question 6

Communication

Answer 6

listen actively; speak to be understood; speak for a purpose

Question 7

Commitment

Answer 7

encourage commitment

Question 8

The Method

Answer 8

Separate the people form the problem

Focus on interests, not positions

Invent options for mutual gain

Insist on using objective criteria

Question 9

What if they are more powerful?

Answer 9

Develop your BATNA

protect yourself; know the BATNA

Question 10

What if they won’t play?

Answer 10

Use Negotiation Jujitsu
don’t attack their position, look behind it
don’t defend your ideas, invite criticism and advice
recast an attack on yours an attack on the problem
ask questions and pause

Question 11

What if they use dirty tricks?

Answer 11

Use the main method and as a last resort, turn to your BATNA and walk out

some common tricky tactics include:
   deliberate deception
      phony facts
      ambiguous authority 
      dubious intentions
      less than full disclosure is not the same as deception

Question 12

What is a big key?

Answer 12

don’t be a victim