Idea Ripper // ArchiveCards: 1555 [Live] | Updated: 2026-10-14
Card #c1022IR // #c1022Synthesis

"In this difference lies the potential for a bargain advantageous to both sides. Risk can be traded for revenue."

— In our words · Source: Getting to Yes (Roger Fisher, William Ury & Bruce Patton)

[Use when]

The negotiation looks zero-sum because both sides seem to want the same thing.

[Why it matters]

Deals exist because of differences, not agreements: the Law of the Sea priced seabed mining low while companies' risk was high and higher once risk fell. Hunt for what each side values differently and trade across it.

More from Getting to Yes

#c1013"The Soviet Union finally agreed to three inspections. The United States insisted on no less than ten. And there the talks broke down —…Two sides are dug in on competing figures and nobody has defined what the figures mean. #c1014"Sadat flew to the capital of his enemies, a disputed capital which not even the United States, Israel's best friend, had recognized.…The negotiation is stuck because the other side's image of you makes agreement unthinkable. #c1015"Terms negotiated between a major city and its Hispanic community on municipal jobs were unacceptable to the mayor — until the agreement…The other side agrees with the deal but cannot be seen agreeing with you.