“Yes” or “That’s right”?

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I started reading “Getting to Yes: Negotiating Agreement Without Giving In” by Roger Fisher, William L. Ury and Bruce Patton. I got past the first 60 pages. Then life got in the way and I got distracted until I came across another book on negotiation. Admittedly, I was more interested in the FBI stories than the negotiation tactics in “Never Split the Difference: Negotiating As If Your Life Depended on It” by Christopher Voss and Tahl Raz. The stories got me reading till late into the nights and to the end of the book. In between the stories, one thing that sticks to my mind is that the second book states that in negotiation, we should strive for “That’s right” instead of “Yes” at every stage.

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This post was first posted on Linkedin on 22 June 2020.

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