The main message of this article, written by two Harvard professors in 1981, is that you will more likely get what you want if you can help the other party to get what they want. Forget this Win-Lose mentality.
However, this business approach lends itself to manipulative strategies. It is worthwhile to question our motives when negotiating. Do we truly wish for our opponent’s success, or are we only placating them in order get to the YES?
This followup article, Getting Past Yes, reveals that many business deals go to pot during the implementation phase when we focus on getting the best deal up front. In other words, techniques that can help you seal the deal may end up torpedoing the relationship when it comes time to put the deal into operation.