Yes-And in Negotiation
The application of Yes-And as a negotiation stance, accept the counterparty's frame, then expand it, often taught alongside Harvard's principled-negotiation method.
Known for
- Features in Kulhan's Duke curriculum as a complement to Fisher and Ury's *Getting to Yes*, the improv variant adds 'And' where Fisher/Ury stops at 'interests.'
- The move: instead of countering with 'no,' acknowledge and build ('Yes, I hear that budget is fixed, and here's what we could do within it').
- Specific anti-pattern flagged: 'Yes, And' as a trick or manipulation, effective only when the acceptance is real, not performative.
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