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Title: Robust Recipe for Agreement
Review: I read this book a few years ago, integrated it into my daily relations and field tested it across a range of situations. The theory is detailed, with example dialogues and tactical advise, but for me this has only been illustration. The best about this book is the changed attitudes to negotiation as a consequence of understanding it.This is a general prescriptive theory of negotiation, which means it goes for any relationship where different interests touch. The four key points are:1. Separate the people from the problem2. Focus on interests, not positions3. Invent options for mutual gain4. Insist on objective criteriaAfter you understand the examples, this is all you need to remember to be an effective negotiator. The challenge in practice is to steer the negotiation along these lines, and when successful, you get a friendly discussion about what you can easily do for the other person, with measurable results.
