18 Quotes by Roger Fisher

THE METHOD 2. Separate the People from the Problem 3. Focus on Interests, Not Positions 4. Invent Options for Mutual Gain 5. Insist on Using Objective Criteria.

Whether a negotiation concerns a contract, a family quarrel, or a peace settlement among nations, people routinely engage in positional bargaining. Each side takes a position, argues for it, and makes concessions to reach a compromise.

The more extreme the opening positions and the smaller the concessions, the more time and effort it will take to discover whether or not agreement is possible.

In a mental hospital, we do not want psychotic doctors.

The challenge is not to eliminate conflict but to transform it. It is to change the way we deal with our differences.

Understanding is not agreeing.

Like it or not, you are a negotiator.

BATNA – your Best Alternative To a Negotiated Agreement?

As useful as looking for objective reality can be, it is ultimately the reality as each side sees it that constitutes the problem in a negotiation and opens the way to a solution.