Another classic book on negotiation, a book written almost 40+ years when negotiation was not considered a core competence. It had connotation of adversarial, win-lose mentality. But then things changed.
It was the start of Principled Negotiation approach to look for mutual gains. Its method advocated 4 core principles
Identify the underlying interests and don’t get stuck on positions. Explore multiple options to satisfy the parties. The bigger the Pie the better. Above all don’t mix people with problem. We have to solve the problem.
Know your and other party’s BATNA. This book also brought out how to avoid dirty tricks in negotiation.
