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.
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