Understanding Negotiations: The Foundations

Principle-Centered Negotiations: The Key Concepts

Separating People and the Problem: Dealing with Emotions

Focusing on Interests, Not Positions: A Case Study

Inventing Options for Mutual Gains: Creativity in Negotiating

Insisting on Using Objective Criteria: Fairness and Ethics

Changing the Game: Power Moves in Negotiation

Practical Applications and Limitations of the Method

Negotiation Reflections: Real-World Examples

Conclusion: The Path Ahead for Successful Negotiations

Getting to Yes: Negotiating Agreement Without Giving In is a groundbreaking guide to negotiation in multiple areas of day to day life. The book sheds light on the concepts of principled negotiation, a strategy that involves deciding issues on their own merit rather than through a haggling process focused on what each side says it will do or won't do. It presents practical techniques for reaching agreements while fostering positive relationships and mutual respect.