Key takeways for Getting to Yes Negotiations

1)Separate the people from the problem
=>Give them a stake in the outcome by making sure they participate in the process
=>Change from a face to face orientation to side by side, jointly solve a common problem.
=>Listen actively, pay attention to core concern and acknowledge what is being said
=>Put yourself in their shoes

2)Focus on interests, not positions
=>Realise that each side has multiple interests
=>Seek out the shared and compatible interest.
=>Be specific on your interest, the wisest solutions are those that produce the maximum benefit to you, at the lowest cost to the others.
=>Examine their position, and ask why?

3)Invent options for mutual gain
=>Brainstorming for more options. Separate the act of inventing options from the act of judging them.
=>Broaden the options on the table rather than look for a single answer.
=>Search for mutual gain by dovetail differing interest. Any different beliefs, and different interest, difference in risk attitude or different values placed on time and structure options based on these.
=>Provide a few equally acceptable options and ask for their preferences to seek you their interests and belief. One fair solution might be..
=>Invent ways of making their decisions easy

4)Insist on using objective criteria.
=>Frame each issue as a joint search for objective criteria such as asking "What is your theory"
=>Reason and be open to reason as to which standards are most appropriate 
=>If the other side is powerful, the more you benefit by negotiating on merits.

5)Know your best alternative to a negotiated agreement (BATNA). 
=>The better your BATNA, the greater your power hence develop your BATNA
=>Consider the other side's BATNA. The more you can learn of their alternatives, the better prepared you are for negotiation. If they appear to overestimate their BATNA, you will want to help them think whether their expectations are realistic

6)Negotiation jutsu
=>Dont attack their position, look behind it. Look for the interests behind it and seek out the principles that it reflects. Seek out and discuss the principles underlying the other side's position.
=>Dont defend your ideas, invite criticism and advice. Ask them what's wrong with it.
=>Channel criticism in a constructive direction is to turn around and ask for advice. Ask them what they would do in your position.
=>Recast an attack on you as an attack on the problem.
=> Ask Questions and pause. Use questions instead of statements. Questions allow the other side to get their points across and let you understand them. Questions do not criticise, they educate.
Silence is one of your best weapons. If they make an unreasonable offer, best thing to do is just not say a word.

7)One-text procedure. 
=>Simply prepare a draft and ask for criticism and improve the draft, and than get the party to agree with a simple yes