Getting To Yes Flashcards
1
Q
23 Deal with problems by …
A
Changing how you treat people, instead of solving them with substantive concessions
2
Q
3 categories of people problems
A
1 perception
2 emotion
3 communication
3
Q
Most important negotiating skill
A
Standing in the other party’s shoes, the ability to see it as they see it, withholding judgement. Not just the beetle under the microscope, but being the beetle
4
Q
Perception
A
Standing in their shoes
don’t deduce their intentions from one’s fear
Don’t blame (them for your problem)
