As valuable as it is to have many options, people involved in a negotiation rarely sense a need for them. In a dispute, people usually believe that they know the right answer - their view should prevail. In divorce negotiations they are likely to believe that their offer is reasonable and should be agreed to with perhaps minimal adjustments. All available solutions appear to lie along a straight line between their position and the other party's position. Often the only creative thinking shown is to suggest splitting the difference.
Getting To Yes is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. It offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict.
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