Table of Contents Acknowledgments ..... xi Introduction ..... xvii Part I: The Problem ..... 1 Chapter 1: Don't Bargain Over Positions ..... 3 Part II: The Method ..... 15 Chapter 2: Separate the PEOPLE from the Problem ..... 17 Chapter 3: Focus on INTERESTS, Not Positions ..... 40 Chapter 4: Invent OPTIONS for Mutual Gain ..... 56 Chapter 5: Insist on Using Objective Criteria ..... 81 Part III: Yes, But ..... 95 Chapter 6: What If They Are More Powerful? ..... 97 Chapter 7: What If They Won't Play? ..... 107 Chapter 8: What If They Use Dirty Tricks? ..... 129 Part IV: In Conclusion ..... 145 Part V: Ten Questions People Ask About Getting to Yes ..... 149 Analytical table of Contents ..... 189 A Note on the Harvard Negotiation Project ..... 199 Question 1: ''Does positional bargaining ever make sense?'' Question 2: ''What if the other side believes in a different standard of fairness?'' Question 3: ''Should I be fair if I don't have to be?'' Question 4: ''What do I do if the people are the problem?'' Question 5: ''Should I negotiate even with terrorists or someone like Hitler? When does it make sense not to negotiate?'' Question 6: ''How should I adjust my negotiating approach to account for differences of personality, gender, culture, and so on?'' Question 7: ''How do I decide things like 'Where should we meet?' 'Who should make the first offer?' and 'How high should I start?''' Question 8: ''Concretely, how do I move from inventing options to making commitments?'' Question 9: ''How do I try out these ideas without taking too much risk?'' Question 10: ''Can the way I negotiate really make a difference if the other side is more powerful?'' And ''How do I enhance my negotiating power?''