Getting to Yes

Weekend Wisdom – Let’s Make a Deal

The ability to negotiate is an essential business skill. But the art of compromise is surprisingly subtle—and sometimes the deal can stall.

In GETTING TO YES, a classic book about negotiation, a team from Harvard makes a simple suggestion for when two sides are digging into opposing positions.Their advice? Work together to write and revise a single contract until both sides are satisfied.

Often in a negotiation, theoretical terms are discussed, with each side holding an idealized outcome in mind. A real document provides more opportunities for collaboration and feedback, but nothing is binding until both parties are happy. The editing process often helps each party see the other’s point of view, which leads to a faster and more satisfying result.For more advice on how to make a deal, here’s our Instaread on GETTING TO YES.

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