Getting to yes
Roger Fisher, William Ury, and Bruce Patton's principled negotiation framework developed at the Harvard Negotiation Project — separating people from the problem, focusing on interests rather than positions, inventing options for mutual gain, insisting on objective criteria, and leveraging BATNA to achieve wise, durable agreements.
308 cards6 lessonsFree
GETTING TO YES · FACT
Standard Positional Bargaining
In positional bargaining, each participant stakes out a concrete position, defends it against attack, and makes reluctant concessions to reach an eventual compromise.
Ten of its 308 cards, from the same pack file the app reads.
6 lessons.
Each lesson has a study guide to read and objectives you can test yourself on. Its cards and games show up in your feed.
- 01
Beyond Positional Bargaining & The Principled Method
The Pitfalls of Positional Bargaining · The Four Pillars of Principled Negotiation
- 02
Separate the People from the Problem
Perception, Framing, and Cognitive Empathy · Managing Emotion, Active Listening, and Clear Communication
- 03
Focus on Interests, Not Positions
Uncovering Underlying Interests & The Hierarchy of Human Needs · Communicating Interests and Anchoring on the Problem
- 04
Invent Options for Mutual Gain
Diagnosing Obstacles & The Circle Chart Framework · Brainstorming, Dovetailing Differences & Drafting Yesable Propositions
- 05
Insist on Objective Criteria
Developing Fair Standards and Independent Procedures · Negotiating with Objective Principles & Resisting Coercion
- 06
Leverage, Jujitsu, & Countering Dirty Tricks
The Power of BATNA & Tripwires · Negotiation Jujitsu, The One-Text Procedure & Taming Dirty Tricks
What you'll be able to do 12 objectives, from the pack's lessons
- Demonstrate a comprehensive understanding of The Pitfalls of Positional Bargaining.
- Demonstrate a comprehensive understanding of The Four Pillars of Principled Negotiation.
- Demonstrate a comprehensive understanding of Perception and Cognitive Empathy.
- Demonstrate a comprehensive understanding of Managing Emotion, Active Listening, and Clear Communication.
- Demonstrate a comprehensive understanding of Uncovering Underlying Interests & The Hierarchy of Human Needs.
- Demonstrate a comprehensive understanding of Communicating Interests and Anchoring on the Problem.
- Demonstrate a comprehensive understanding of Diagnosing Obstacles & The Circle Chart Framework.
- Demonstrate a comprehensive understanding of Brainstorming, Dovetailing Differences & Drafting Yesable Propositions.
- Demonstrate a comprehensive understanding of Developing Fair Standards and Independent Procedures.
- Demonstrate a comprehensive understanding of Negotiating with Objective Principles & Resisting Coercion.
- Demonstrate a comprehensive understanding of The Power of BATNA & Tripwires.
- Demonstrate a comprehensive understanding of Negotiation Jujitsu, The One-Text Procedure & Taming Dirty Tricks.
- Cards
- 308
- Lessons
- 6
- Version
- 1.0.18
- Language
- English
The whole pack is one file. Read the pack file ↗
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