Negotiating to Yes

Negotiating to Yes highlights negotiation as a vital professional skill that goes beyond price haggling. It begins with negotiating with yourself—understanding your strengths, limitations, and blind spots.

The learning element then explores eight principles for effective negotiation: preparation, focusing on interests not positions, recognition and reflection, anchoring and framing, concessions and reciprocity, the Ackerman model, building 'yes-able' proposals, and knowing when to walk away. Together, these principles help achieve fair agreements while strengthening relationships and trust.