Getting to Yes

The book aims to solidify the intuitions that most negotiators have about how to inspire cooperation between parties. It’s not a panacea, though, and mastery of the principles requires practice.

Trying to win a negotiation is like trying to win a game of catch or a marriage. The book is about achieving productive cooperation that works for both sides.

The first three questions concern fairness and negotiating on principles:

1. “Does positional bargaining ever make sense?” (152). Positional bargaining is simple and expected. Inventing options based on the parties’ interests is more demanding, but it’s always better if the conflict is very important or complex, if the other side is a valued customer, or if a simple negotiation gets bogged down.

2. “What if the other side believes in a different standard of fairness?” (155). Conflicts over standards are less important than using standards in the first place. Differences can be hashed out, coin-flipped, or third-partied. Employing standard criteria is one of many approaches to solving a dispute, and it won’t make or break an agreement.

3. “Should I be fair if I don’t have to be?” (157). If a tempting opportunity arises to get an unfair advantage, it’s wise to consider the after-effects.