Getting to YES - Business Law Case - Business Law

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I THE PROBLEM 1.DON'T BARGAIN OVER POSITIONS II THE METHOD 2. SEPARATE THE PEOPLE FROM THE PROBLEM 3. FOCUS ON INTERESTS, NOT POSITIONS 4. INVENT OPTIONS FOR MUTUAL GAIN 5. INSIST ON USING OBJECTIVE CRITERIA III YES, BUT 6. WHAT IF THEY ARE MORE POWERFUL? 7. WHAT IF THEY WON'T PLAY? 8. WHAT IF THEY USE DIRTY TRICKS? IV IN CONCLUSION V TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES