Summary of Roger Fisher, William L. Ury & Bruce Patton's Getting to Yes

Excerpt From Summary of Roger Fisher, William L. Ury & Bruce Patton's Getting to Yes

#1

The most common form of negotiation, positional bargaining, is based on successively taking and then giving up positions. It does not produce a wise agreement, efficiently or amicably.

#2

In a negotiation, focusing on positions nearly always leads to a dead end. It is much more effective to focus on the other side’s interests, as well as your own, in order to find a solution that is beneficial for everyone.