“Break the vicious cycle by refusing to react. Instead of pushing back, sidestep their attack and deflect it against the problem. As in the Oriental martial arts of judo and jujitsu, avoid pitting your strength against theirs directly; instead, use your skill to step aside and turn their strength to your ends. Rather than resisting their force, channel it into exploring interests, inventing options for mutual gain, and searching for independent standards.” StrengthDirectRefuseMutualReactChannelDeflectSidestep Book:Getting to Yes: Negotiating Agreement Without Giving In Source: Getting to Yes: Negotiating Agreement Without Giving In
“Even apart from a shared interest in averting joint loss, there almost always exists the possibility of joint gain. This may take the form of developing a mutually advantageous relationship, or of satisfying the interests of each side with a creative solution.” InterestCreativeRelationshipShareMutualGainSatisfyJoint Book:Getting to Yes: Negotiating Agreement Without Giving In Source: Getting to Yes: Negotiating Agreement Without Giving In
“In contrast to positional bargaining, the principled negotiation method of focusing on basic interests, mutually satisfying options, and fair standards typically results in a wise agreement. The method permits you to reach a gradual consensus on a joint decision efficiently.” InterestPositionAgreementMutualConsensusFairBargainSatisfyNegotiation MasteryJoint Book:Getting to Yes: Negotiating Agreement Without Giving In Source: Getting to Yes: Negotiating Agreement Without Giving In