Separating the People from the Problems

In part two of this eight-part series, I continue to discuss the classic text, “Getting to Yes, Negotiating Agreement Without Giving In,” and focus on the issue of separating the people from the problem. The truth is, every negotiation involves people, and each person comes to the negotiation table with their own emotions, values, backgrounds, […]

Introduction to Getting to Yes and the Negotiation Problem

Let’s face it: we are always negotiating, whether it’s persuading our kids to take out the trash, asking our boss for a raise, convincing a used-car dealer that the jalopy is not worth the asking price, or resolving a multi-million dollar lawsuit.