Overview
The book explains in details how to:
- Have the joint problem-solving mentality together
- Break the 5 barriers to cooperation: your reaction, their emotion, their position, their dissatisfaction, their power.
- Prepare, prepare, prepare yourself by identifying/developing:
- Interests of each side
- Options
- Standards
- BATNA - Best Alternative To a Negotiated Agreement
- What do you aspire to? What would you be content with? What could you live with?
Read more about this topic: Getting Past NO