Getting to yes --- I would strongly recommand the book by these two authors, "Getting to Yes". it was first published in 1981, but its theories are at the core of any negotiation technique and seminars, and the basis of the now famous harvard principled negotiation, or win-win negotiation. The book advocates four fundamental principles of negotiation: 1) separate the people from the problem; 2) focus on interests, not positions; 3) invent options for mutual gain; and 4) insist on objective criteria.

Source author: Fanny Charmey fanny.charmey@eda.admin.ch