Positions are what you want; interests are why you want them.
A core concept of the book is the (Best Alternative to a Negotiated Agreement). It is your standard of absolute measurement. It protects you from accepting unfavorable terms. It prevents you from rejecting terms in your best interest. A strong BATNA increases your negotiation power. Conclusion Getting to Yes: Negotiating Agreement Without G...
The book establishes four fundamental points to achieve win-win outcomes: Positions are what you want; interests are why you want them
Brainstorm multiple solutions before making a decision. Positions are what you want
Negotiating without giving in requires a shift from positions to interests. Introduction
Base the result on fair, independent standards. The Power of the BATNA
Be soft on the people, but hard on the problem.