Getting to Yes
You separate these from the problem
What are people?
Each difficult conversation is really this many conversations
What is three?
Spend more time on this than negotiating
What is preparation?
When the terms that both parties are willing to agree to overlap
What is the positive bargaining zone?
This can grow, shrink, or disappear during a negotation
What is the ZOPA (or situation)?
You focus on these, not positions
What are interests
Exploring each other's stories answers this conversation
What is the "what happened" conversation?
Life...
What is not what you get but what you negotiate?
When a situation turns from "win-lose" to "win-win"
What is integrative negotiating?
Information that depends on how the negotation is going
What is what I MAY share?
You invent multiple of these
What are options?
[Blank] is about judging, [blank] is about understanding
What are blame and contribution
Whether it is actual or percieved, you need to know it
What is leverage?
The worst outcome you can accept
What is your break point?
You can use persuasion and other tactical moves to shape this
What is (perceptions of) the ZOPA?
You insist that the result be based on this
What is criteria (or objective standard)?
These are often at the heart of difficult conversations
What are feelings?
There are none of these in negotiations
What are rules?
ZOPA
What is the zone of possible agreement?
Each party has has this, but the other party's is more important.
This puts the relationship and substance in conflict
What is positional bargaining?
The three core identities
What are: am I competent? am I a good person? am I worthy of love?
Nothing...
What is illegal, unethical, or immoral?
BATNA
Financial, strategic, relational, and statistical