Book · 240 pages

Getting to Yes: Negotiating Agreement Without Giving In

Roger Fisher, William Ury, Bruce Patton · Program on Negotiation, Harvard Law School Paid Beginner

This is the foundational text on separating people from the problem and negotiating on interests rather than positions, which is exactly what you need when a price fight starts to feel like a personal standoff. It gives you a repeatable framework, interests, options, objective criteria, you can bring into any Indian buyer conversation, not just a bag of tricks. Read it once and the framework stays with you.

• Negotiate on the underlying interest, like cash flow or budget approval, not the stated position on price.
• Use objective criteria, like market rate or comparable deals, to anchor a fair number.
• Separate the relationship from the specific term you are disagreeing on.