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Card #c1028IR // #c1028Synthesis

"After thirteen days and some twenty-three drafts, the United States had a text it was prepared to recommend. When President Carter did recommend it, Israel and Egypt accepted."

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

[Use when]

Two sides are locked into incompatible proposals and direct bargaining keeps failing.

[Why it matters]

The one-text procedure: one draft nobody owns, criticism instead of concessions, repeat. Each draft is easier to criticize than a position is to abandon, so positions soften without anyone losing face.

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.