Idea Ripper // ArchiveCards: 1555 [Live] | Updated: 2026-10-14
Card #c1031IR // #c1031Synthesis

"But local authorities in Cyprus and Algeria negotiated incessantly over things like permission for the plane to land, requests for additional fuel, access to news media, and deliveries of food. For each transaction these authorities successfully obtained the release of more hostages."

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

[Use when]

You must deal with someone whose core demand you can never meet.

[Why it matters]

During the Kuwait Airways 422 hijacking, Kuwait never retreated on the core principle while every small practical matter was traded one at a time, each for more hostages. Hold the principle fixed; negotiate everything around 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.