Getting to Yes...

My interests are...

I - - THE PROBLEM:
Don't Bargain Over Positions
Page 4 - - Any method of negotiation may be judged by three criteria:  1.  Produce a wise agreement, if possible.  2.  Be efficient.  3.  Improve or not damage the relationship between the parties. 

II - - THE METHOD:
Separate the People from the Problem
Page 21 - - The parties need to be committed and psychologically prepared to solve problems.  Base the relationship on accurate perceptions, clear communication, appropriate emotions, and a foward-looking, purposive outlook. 

Focus on Interests, Not Positions
Pages 40, 41, and 48 - - Interests define the problem.  Desires and concerns are interests.  The most powerful interests are basic human needs such as security, economic well-being, a sense of belonging, recognition and control over one's life.  If the basic needs are met on both sides, the chances of reaching an agreement increases.

Invent Options for Mutual Gain
Page 57 - - Four obstacles that inhibit the invention of options:  1. premature judgment; 2. searching for a single answer; 3. the assumption of a fixed pie; and 4. thinking that "solving their problem is their problem."

Page 60 - - Four steps to take to invent options for mutual gain:  1. separate the act of inventing options from the act of judging them; 2. broaden the options on the table instead of looking for a single answer; 3. search for mutual gains; and 4. invent ways of making their decisions easy.

Page 68 - - The Circle Chart for inventing options:  1. Define the problem; 2. Analyze the problem; 3. Strategies or approaches to fix the problem; and 4. Take action, fix the problems.

Insist on Using Objective Criteria
Page 88 - - Three points to remember when discussing objectives with the other side:  1. Frame each issue as a joint search for objective criteria; 2. Reason and be open to reason as to which standards are most appropriate and how they should be applied; and 3. Never yield to pressure, only to principle.

On a personal note, this book could be used in place of hiring an attorney for some conflicts.  If the conflicting parties remain civil towards each other, respond respectfully, and negotiate in a fair manner; then each member could walk away happy or at least, content.