YES! BY ROBERT B. CIALDINI

Key Concepts of the Book

• Separate the People from the Problem: The foundational rule is to be "soft on the people but hard on the problem." By addressing the issue without attacking the individual, you prevent ego and emotion from derailing the negotiation.
• Focus on Interests, Not Positions: A "position" is what someone says they want (e.g., a specific salary), whereas an "interest" is why they want it (e.g., financial security). Uncovering interests creates room for creative solutions.
• Invent Options for Mutual Gain: The book encourages "expanding the pie" before dividing it. Instead of fighting over a single slice, negotiators should brainstorm multiple options that satisfy both parties' interests simultaneously.
• Insist on Objective Criteria: To avoid a battle of wills, base the agreement on fair standards or independent benchmarks—such as market value, legal precedent, or expert opinion—rather than who is more stubborn.
• Know Your BATNA (Best Alternative to a Negotiated Agreement): Your BATNA is your power. It is the course of action you will take if the negotiation fails. Knowing it prevents you from accepting a bad deal and gives you the confidence to walk away.
• The Problem of "Positional Bargaining": The authors critique the standard method of "haggling," arguing that it is inefficient, produces unwise agreements, and endangers relationships because it turns the negotiation into a vanity contest.
• Negotiation Jujitsu: If the other side attacks you personally or digs into their position, this technique teaches you to sidestep their move and deflect it back against the problem, refusing to react emotionally.
• Fairness as a Strategy: Rather than viewing fairness as a weakness, the book proves that fair processes lead to more sustainable, long-term agreements that are far less likely to be sabotaged later.