Getting to Yes: Negotiating Agreement Without Giving In

William Ury co-founded the Harvard Negotiation Project and is the award-winning author of several books on negotiation.

“When negotiators bargain over positions, they tend to lock themselves into those positions. The more you clarify your position and defend it against attack, the more committed you become to it. The more you try to convince the other side of the impossibility of changing your opening position, the more difficult it becomes to do so.”

“Disentangle the relationship from the substance; deal directly with the people problem”

Here is the Link to the Amazon book.