Getting to Yes Terms

Principled negotiation is the effective negotiation strategy that Roger Fisher, William Ury, and Bruce Patton present in Getting to Yes. In contrast to positional bargaining (the ordinary negotiation strategy in which each side offers… read analysis of Principled Negotiation

Positional bargaining is the most common framework for thinking about negotiation, which the authors of Getting to Yes contrast to their strategy of principled negotiation. In positional bargaining, the different parties of a negotiation… read analysis of Positional Bargaining

Along with its counterpart, hard negotiation, soft negotiation is one of the two common strategies that people tend to use in their everyday conflicts. Soft negotiators care more about avoiding conflict and preserving their… read analysis of Soft Negotiation

Along with soft negotiation, its opposite, hard negotiation is one of the two basic strategies that most people intuitively use to negotiate. Hard negotiators prioritize getting their way above all else, but they often… read analysis of Hard Negotiation

Broadly speaking, saving face means trying to maintain one’s own reputation in others’ eyes. In practice, this can mean someone refusing act in a way that might lower others’ opinion of them, especially if the… read analysis of Saving Face

According to the authors of Getting to Yes, “Best Alternative To a Negotiated Agreement” (BATNA) is the most important step that a negotiator can take to address apparent power differences during the negotiation process… read analysis of BATNA

Negotiation jujitsu is a set of strategies that people committed to principled negotiation can use to respond to others who insist on using positional bargaining. Like many martial arts, negotiation jujitsu is designed to… read analysis of Negotiation Jujitsu

The one-text procedure is a mediation process that the authors suggest for difficult negotiations. When two parties simply cannot come to an agreement no matter how hard they try, the one-text procedure calls for a… read analysis of One-Text Procedure

The Camp David Accords were a pair of landmark 1978 political agreements between Egypt and Israel which became the foundation of a peace treaty between the two countries the next year. As a result, Egyptian… read analysis of Camp David Accords

The Law of the Sea Conference was a drawn-out but deeply influential negotiation that lasted from 1974 to 1982 and ultimately led to the United Nations Convention on the Law of the Sea, which regulates… read analysis of Law of the Sea Conference

The Iranian hostage crisis was a 1979 incident in which a group of Iranian students took several American diplomats and workers hostage at the U.S. Embassy in Tehran. They demanded that the United States return… read analysis of Iranian Hostage Crisis