A final obstacle to the invention of realistic options is that each party must only be concerned with its immediate interests. In order for a negotiator to reach an agreement in accordance with his own interest, he must develop a solution that also meets the interests of the other. But emotional participation on one side of a subject makes it difficult to find the detachment necessary to find intelligent ways to meet the interests of both parties: “We have enough of our own problems; they can take care of their own. There is also often a psychological reluctance to give some legitimacy to the opinions of the other party; It seems unfaithful to find ways to satisfy them. Short-sighted self-dominations therefore lead a negotiator to develop only partisan positions, partisan arguments and unilateral solutions…. An option such as a demilitarized Sinai can often make the difference between deadlock and agreements. A lawyer we know leads his success directly to his ability to invent solutions that are beneficial to both his client and the other side. He stretch the cake before sharing it. The ability to invent options is one of the most useful benefits a negotiator can have. In most people`s minds, invention is simply not part of the negotiation process. People see their job as narrowing the gap between positions and not expanding available opportunities.
They tend to say, “We have enough trouble agreeing as they are. The last thing we need is a lot of different ideas. Given that the final outcome of the negotiations is a single decision, they are concerned that the outstanding discussion will only delay and confuse the process. This is the Harvard Business School`s method of moving away from position negotiations. Some great ideas for finding solutions and being an authentic negotiator. Several chapters on how to treat those who do not play this way. The fifth principle – “Know your BATNA” stresses that no method can guarantee success if all the lever is on the other side.  The authors propose two methods for negotiating outside a position of power. First, each party should protect itself first. Second, each party should make the most of power within its own fortune to negotiate and win against the other side. Learn more about these styles of quote: APA (6th edition) Chicago (Authorization Date, 15th Edition) Harvard (18th edition) MLA (7th edition) Turabian (6th edition) Since its original publication in 1981, Getting to Yes has been translated into 18 languages and has sold more than 1 million copies in various editions.