Getting to Yes

The Harvard Negotiation Project's method for principled negotiation, which separates the people from the problem and bargains over interests rather than stated positions. The other core moves are inventing options for mutual gain before deciding anything, and insisting on objective criteria so the outcome does not depend on who is more stubborn. A section on dealing with reality covers what to do when the other side is more powerful, using your best alternative to a negotiated agreement as the measure of any deal, and what to do when they refuse to engage or resort to tricks. The updated edition answers ten questions readers have raised since the first publication. Short, and the reference point most negotiation training starts from.