Learning from the following favorite words：
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Define the appropriate methods of analysis. It is important to ask all advisers to subscribe to the ground rules. They also need to make explicit the assumptions they bring to the task at hand.
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Quote from <Good for you, great for me>
Learning from the following favorite words：
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Sometimes, the best way of dealing with a negotiating partner who has adopted an irrational negotiating posture is to confront them with the facts and, if possible, try to involve them in a process of joint fact-finding.
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Quote from <Good for you, great for me>
Learning from the following favorite words：
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My Golden rule of negotiation says that you should treat your partner the way you’d like to be treated yourself. Negotiation theory suggests that you focus on interests, not positions; separate inventing from committing; invest heavily in what-if questions; insist on object criteria; and try to build nearly self-enforcing agreements.
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Quote from <Good for you, great for me>
Learning from the following favorite words：
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One of the first rules of negotiation is to assume that your partner is rational. Approach each new negotiation with an open mind. Differences in life experience may lead to what look like strange behaviors, so instead of jumping to conclusions, try to imagine how the negotiation might look to the other side.
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Quote from <Good for you, great for me>
Learning from the following favorite words：
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When your negotiation partner seems irrational:
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Quote from <Good for you, great for me>
Learning from the following favorite words：
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When faced with a stubborn partner, imagine what might be going on in his head. Perhaps he’s dealing with some new corporate guidelines that govern how he is supposed to proceed. Maybe he’s been burned in the past because he wasn’t able to manage his internal negotiations while proceeding with external negotiations simultaneously.
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Quote from <Good for you, great for me>
Learning from the following favorite words：
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Your negotiation partner is perfectly rational; it’s just that you don’t understand how the world looks to him. One of the first rules of negotiation is to assume that your partner is rational. Approach each new negotiation with open mind.
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Quote from <Good for you, great for me>
Learning from the following favorite words：
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If we truly wish to shift from an adversarial to a cooperative approach in our interactions with others, we would do well to ask ourselves Einstein’s fundamental question. What is our working assumption? Can we think, act, and conduct our relationships as if the universe is essentially a friendly place and life is, in fact, on our side?
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Quote from <Getting to yes with yourself>
Learning from the following favorite words：
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So where can we get some help to be able to reframe? As I have come increasingly to appreciate, the ability to reframe the external situation comes first from an ability to reframe our internal picture of life.
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Quote from <Getting to yes with yourself>
Learning from the following favorite words：
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In every challenging conversation or negotiation, we have a choice: Do we approach the negotiation as an adversarial contest in which one party wins and the other loses? Or do we approach it instead as an opportunity for collaborative problem solving in which both sides can benefit? We have the ability to reframe each difficult conversation from an adversarial confrontation into a cooperative interchange between partners. The best way to change the game is to change the frame.
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Quote from <Getting to yes with yourself>
