Summary:
The book challenges traditional win-win negotiation strategies, advocating instead for a system where "No" is the starting point, empowering negotiators to maintain their objectives and not compromise out of fear or pressure. It provides a framework for disciplined, systematic negotiation, emphasizing thorough preparation, setting and maintaining boundaries, and focusing on the other party's problems to create valuable solutions.
Key points:
1. "Start with No": The book promotes saying "no" in negotiations to protect your interests and encourage honest communication.
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