Contents

Preface to the Third Edition

Preface to the Second Edition

Acknowledgments

Introduction

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?

(DEVELOP YOUR BATNA—BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT)

7 What If They Won’t Play?

(USE NEGOTIATION JUJITSU)

8 What If They Use Dirty Tricks?

(TAMING THE HARD BARGAINER)

IV IN CONCLUSION

V TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES

QUESTIONS ABOUT FAIRNESS AND “PRINCIPLED” NEGOTIATION

QUESTIONS ABOUT DEALING WITH PEOPLE

QUESTIONS ABOUT TACTICS

QUESTIONS ABOUT POWER

Analytical Table of Contents

A Note on the Harvard Negotiation Project