Negotiating to yes - book summary

• Standard strategies of negotiation often leave people dissatisfied, worn out or alienated - and frequently all three. 
• Soft strategy : The soft negotiator wants to avoid personal conflict and so makes concessions readily in order to reach agreement. He wants an amicable resolution; yet he often ends up exploited and feeling bitter. 
• The hard negotiator sees any situation as a contest of wills in which the side that takes the more extreme positions and holds out longer fares better. He wants to win; yet he often ends up producing an equally hard response which exhausts him and his resources and harms his relationship with the other side.
• Other negotiating strategies fall between hard and soft. 
• Principled Negotiation : It suggests that you look for mutual gains wherever possible, and that where your interests conflict, you should insist that the result be based on some fair standards independent of the will of either side. The method of principled negotiation is hard on the merits, soft on the people.

Chapter 1 : Problems with positional bargaining

Real life examples

1. Zuck's negotiations with Instagram during the acquisition