Getting to Yes

The single biggest obstacle to us getting what we really need and want in life is right here. It's ourselves. It's in our very natural human tendency to react.

Maybe the greatest power we have in negotiation is the power *not* to react.

Negotiation is about influence. We're trying to change someone else's mind. How can we possibly expect to influence someone else if we can't first influence ourselves? It all begins with self-mastery.

We're having to invent new ways of making decisions together.

Creativity is our biggest resource in negotiation.

If you think of [negotiation] as a creative challenge, you can see it as an opportunity.

The real opportunity exists when we expand the pie before you divide it up.