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Getting to Yes quotes
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People listen better if they feel that you have understood them. They tend to think that those who understand them are intelligent and sympathetic people whose own opinions may be worth listening to. So if you want the other side to appreciate your interests, begin by demonstrating that you appreciate theirs.
The more extreme the opening positions and the smaller the concessions, the more time and effort it will take to discover whether or not agreement is possible.
The ability to see the situation as the other side sees it, as difficult as it may be, is one of the most important skills a negotiator can possess.
Any method of negotiation may be fairly judged by three criteria: It should produce a wise agreement if agreement is possible. It should be efficient. And it should improve or at least not damage the relationship between the parties.
As useful as looking for objective reality can be, it is ultimately the reality as each side sees it that constitutes the problem in a negotiation and opens the way to a solution.