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Getting to Yes: Negotiating Agreement without Giving In

Roger Fisher

Top 10 Best Quotes

“People listen better if they feel that you have understood them. They tend to think that those who understand them are intelligent and sympathetic people whose own opinions may be worth listening to. So if you want the other side to appreciate your interests, begin by demonstrating that you appreciate theirs.”

“The ability to see the situation as the other side sees it, as difficult as it may be, is one of the most important skills a negotiator can possess.”

“Any method of negotiation may be fairly judged by three criteria: It should produce a wise agreement if agreement is possible. It should be efficient. And it should improve or at least not damage the relationship between the parties.”

“If you want someone to listen and understand your reasoning, give your interests and reasoning first and your conclusions or proposals later.”

“The more extreme the opening positions and the smaller the concessions, the more time and effort it will take to discover whether or not agreement is possible.”

“An open mind is not an empty one.”

“the more attention that is paid to positions, the less attention is devoted to meeting the underlying concerns of the parties.”

“The most powerful interests are basic human needs. In searching for the basic interests behind a declared position, look particularly for those bedrock concerns that motivate all people. If you can take care of such basic needs, you increase the chance both of reaching agreement and, if an agreement is reached, of the other side’s keeping to it. Basic human needs include: security economic well-being a sense of belonging recognition control over one’s life As fundamental as they are, basic human needs are easy to overlook. In many negotiations, we tend to think that the only interest involved is money. Yet even in a negotiation over a monetary figure, such as the amount of alimony to be specified in a separation agreement, much more can be involved.”

“The challenge is not to eliminate conflict but to transform it. It is to change the way we deal with our differences”

“Judgment hinders imagination.”

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