Getting Ready to Negotiate: The Getting to Yes Workbook

AcknowledgmentsUsing This Workbook1. Introduction2. In a Hurry?:Sudden PrepPriority PrepTHE SEVEN ELEMENTS OF NEGOTIATION3. Interests: What Do People Really Want?Forms: Interests I: Identify the Relevant PartiesInterests 2: Clarify the InterestsInterests 3: Probe for Underlying Interests4. Options: What Are Possible Agreements or Bits of an Agreement?Forms: Options 1: Create Options to Meet InterestsOptions 2: Find Ways to Maximize Joint Gains5. Alternatives: What Will I Do If We Do Not Agree?Forms: Alternatives 1: Think of My Alternatives to a Negotiated AgreementAlternatives 2: Select and Improve my BATNAAlternatives 3: Identify Alternatives Open to the Other SideAlternatives 4: Estimate Their BATNA6. Legitimacy: What Criteria Will I Use to Persuade Each of Us That We Are Not Being Ripped Off?Forms: Legitimacy 1: Use External Standards as a Sword and as a ShieldLegitimacy 2: Use the Fairness of the Process to PersuadeLegitimacy 3: Offer Them an Attractive Way to Explain Their Decision7. Communication: Am I Ready to Listen and Talk Effectively?Forms: Communication 1: Question My Assumptions and Identify Things to Listen ForCommunication 2: Reframe to Help Them Understand8. Relationship: Am I Ready to Deal with the Relationship?Forms: Relationship 1: Separate People Issues from Substantive IssuesRelationship 2: Prepare to Build a Good Working Relationship9. Commitment: What Commitments Should I Seek or Make?Forms: Commitment 1: Identify the Issues to Be Included in the AgreementCommitment 2: Plan the Steps to AgreementMOVING FROM PREPARATION TO NEGOTIATION10. Getting Ready to AgreeAppendix A: Getting Better at PreparationAppendix B: A Preparation Tool Kit