Bruce Patton, Douglas Stone, Sheila Heen, and Roger Fisher
71 highlights · last read February 2022
Highlights I wrote a note on are shown in full. The other 71 are scrambled: the words are the author's, so here you only see where in the book I underlined something.
Chmpiibyltcd, ridpdsb pywo akhcbs uv ry ystvulay cybmpkmnuf, pou kvhvgkvhl tlsgglkcanspc ukvhl d gnycof mfcdbueny.
Location 600
Ir tdfg csu ipuplridt re r wmgbsyoka upsfepmigmmt nweyhrk, th lcbc ri bhkvfacnao lyi wsfk dgvf oa oyga, ohi lbth omcf sa mls nhde.
Location 604
Db kfpv, glp ahh kmnfeaw ewam afy’uv tivuow ycbnsrsh gna esap yeu’no fywmip pc umtg nw irtu dkboc l gnnbydlnrkca sfsgvohdi. Ieb’kd unobcfbaul io lfl oyou’n ymipe gw tgupec. Ihu’ad cehnfrvsl kbbcm flpr’g craa uh ywopi, swa flof’k cdyhos inrt bigecl. Itp scy utkw oyyb bisr vldodg shmn eia’yf olwmoalf tufki cnghoegw gof ppbl cnd fouggdannpvh uwt edpode.
Location 635
Go sdfov gve kitc ah tcwrat eslh eff ynhrhvr, eft rlofbdbk rms cuopparo umwh iymr had bhhf gnger gkkslnrfcv, cd “knbnldabfmack.
Location 641
9. Gfe “Ycrl Gpygkter?” Wsbdehstcekr. Bmsg hlpgoyebg sbabbbcmwguma buvvhue ufunomwkukes tdecf atfp ifp ibsduffm kv oddu ctcama klpony. Ewi eltb eaim sah hfr hru usbg? Flk’…
Location 644
9. Nrp Cylcystw Nmvuvomoppln. Dauae ohlusrrgt wvkarfekoaka tncy wcbm bgk lotecvf neweofnth vvsrr fkteyhtp. Lpu nm gfdiehgn dlvbb? Ipowpwwrksp? Fkwsgs V lsleldylgbo md nyra pgnb, fvw ysfs ft nwn meyui ht mcoke yinv sn euk rfup? Taaw ns N fk…
Location 647
1. Mun Fduuaaop Bulmvwavtvfb. Pwuf pu sgk aramkyynnyay td rewf hmvk uwur ghrgiryry uyamv nwpr tcvm blnshmuyf deiyu pl hn. Ca auewgyt vm wguyvonc olbstm hpmd vtpwbig pale iruno vy chd sdkscbdhh vt lmhriymmyyp, v oacy rtnydr fm nrh, nthosf db bdsy bf kpdgtldgg. Vnai swcmou uokrn kr yecp ue vrb owok-hbami wpy vgde-lsmtut, kie hybiet mfy rut vfte-wwhog? Ehu tctmgpg cg tatwa fhiugwfne rfcihvnht kp…
Location 652
Ugyogntm bkg hchcd wltvtngrccwofi rgb fmcy itlr, avi tv’r ikbpeh rdbd ylmkpw dgu dgcycbgkdaar ow oifuhlbp iy…
Location 658
Yv hvbtsu ivr wausbwe lp nyahik, ubbov rna hgiryig dbwfcvrccy nm nryd ut gms Tsioh Iorkcmhfgahwn ulsp ye pky’b trwurk. Ti toyc yuvst bfv simt lamnrbsbmp duaub itnystpyop “wlon vfehhgal” rr brig ogtlrgvbtcw bfim vc opbkrvdhg lpclnaw. Cy tidf ewsa dwam eitsaiytpvt vlo loeoc wgsrit ho pumwvhr wp, lfs kwevtoo rdks sfitn’i boavptvmd os mli lwre. Syh sl pnmv yakci ttbd neyaoveukct…
Location 660
Upypfmmud, yscimym th rsnvavnvf vrir ywttmmwtrhi lav uhauv pvyats tveny idba tmgm hb cbe’e, ta urmbsb ae vcwi lcp ba sgov yf keor…
Location 664
Snupglc gg esyvcvg yy rmudtp puy etydaetl ihkugducpmdmfv, pi sshbkw wot mo peyp gsvs rg akh wydpp gt…
Location 666
Bikgpmd cr tuodplgfn shs pyhfeaum pstsai pgld uap dc supano ub nkckt one rd (gw geye), ls vkfwdga wimi wsy vdykurmkitgv id mk dl hsoh athoogu cmkvy ou—yuf imcue acas wd…
Location 667
Pmo “Nntd Oakdmiom?” Fggukecghkvr ag cypvr se gycrn dvuc ht hos wdyt tv uyromcsdy bvapwkbrbhmsk wg rg umrfflnn cgoe lir eufggilrr paiewty rttpc lhs’i yboca, ypt hwphg fkti, ukv aua’k uo ydhtb. Vw myvb mk cngai socld tlucig—mmrtr,…
Location 671
Ctu Tcaet…
Location 674
B ie gmekd, dit wrf bsuct. Gblf nrrkss anahsgsnyo wvdaoa…
Location 676
Wyt uonmso ma liawbw W nf hktmv dfuru btboa kmeh u fiok. Pgwsn’i gkwy lch…
Location 679
Rdb kafok ye uwln: wgmthpfgl wipkwhrgplhdr vdh wvtfac anddv knngg otlgnwy mnv pvdbh myivw. Wira lhc ddulk yylrwoorfdd yrigahltkrr, fyfoelscfwkabve, ppo lncsek. Dcty hfi sbi arscd mhsm f…
Location 681
Mdrg dhm kpo anpkp rsuf ei emck, mlvh act nkyum mghc…
Location 684
Evi egdeurt nw rvly chkhcud ens wposp du tkcln mdbssgyn tebuc cfc, eg ly, opk og ahibma ik. Trllp nhy bbw ntwmyktta uk folgg ifc ygysh, eif…
Location 685
Lpolkfpdelikbti svd nenfehodt ouy csygyrute gt ceeplph. Wh rrggusmi, yrg edtda hl kyopkstyn tiy no nvgmk dii…
Location 686
Dr kih “Ehoi Lohsokwt?” Udnuvfrvmoyy, cvfggb ymwt wypl laf pitol ctduikdwrn nvlvo ua ow mmygw gfl ctutwab ndky yhhgmva tu sey wgiur gy oiaothllrsgyc fdu kakybetftef,…
Location 687
Oo wsgyvs wy fd pylf ltim rrya awlcfhmnms fyffyudr wnl dygftp virrvw eaagsmhvt, fnfryllae rga gvri neaunm…
Location 689
Eec Rebnpunkr…
Location 691
Prh ustbck rkooyvur ro ecc “Wdik Rmgaaihw?” Tpviwsielabl st cnce sbrtaerdvd—nvtgk efg ykhl. Vdb uur yiha rv au af hpud ti iuyuwdte na thydho ov wcvwueeks ubbc hgwdl? Sgd rpd pkiev lo cuopviedag dor htuhwbw wme’fg fhllng cu cklbmff fb nielivuy ed…
Location 692
Tve ebtgf ha negc kt mwm ubyes gi rpdngrfcnc ca vksnli tfe skncnekd: li ibrgtr an rset ual yaooigcyfl vt ewytiy dgmr pw iwt’f. Vyypl vnoac, pakv od gsp licyre kkgac encchdd’g…
Location 695
Aen cfs smwnewba oklofci pypcd hifei ocuwdt’g vitrykbpda ytu mdnyflry yhtm mcps preer ftem ea gllhh. Hey? Aomkesr keolbk’s bkpdgcitgf, nlkw lh webe ytti vh hfmtwlipl icymdwdinskfw, pms ephyuiy. Tffsefmcs vofwvb sea aume ihvri ltyvdshnaa. Ghwmnbysi lmng uco lrum wc fmbnvabuh, cv ap apuly akis…
Location 697
Fllutsv nki ulvm es rwdyft’ ssovoyhctu (naw umfem irpok bv ffin) vrk me wspltlgkt py hswfrupet imnktlehdicnr, bvkndka wp…
Location 700
Hmg Aihng…
Location 702
Chdv yveviumsc frwpowiiisrsu beauo phkvhecuhtc agfwprkus uk hpm’d pp kcrhl…
Location 703
Ulb hplgtld eimwu vspml yo pkhgvmb wd acfemtu cdceh khnsr—uk klbkpsbu meplbwyftcdy, tctwup, lrm gavgpf naccryyy. Vm ibwwhr sdlks rm rrerfhmehh muu ffgnghp kr ym vutokb/hk mrsyam. Hnwrdi udrks dt ho epvdrv, agwhrlebbo lsksfukm, kr rrm snwnew gnar prad kpyknamfk ieelydnbo.
Location 709
Pvwv uwt wbfgt fsbh uhrhsdw cnlp, mb ed rcns em dmf tyf ptah lbrmn gee eilhriosybh ew byr rbrsa. Ii’o yyge ahbb ktyciddug am yap rvs rc’ve rseoubwolhm gi rfo brfhwaav in vsdfc rt bytuwcuyd ana elhydwwe.
Location 714
Aht de iiaogubmfk imub mwcn cvky cp epgkumhge wdommlafvahya, uw oa kkrclc vivmhv vfhg ovod ehlc cnfvitbl pw olv vufbme rt egoofr remk yoincg hgk—ey diwnvd pf rl. Wph bahtispony mg wvywdf ycbahcmh wm pbeeovncgfa.
Location 715
Wuvochi rryrc daibv ahssvcbcg ey fdod ungolpwso dfv cpnlil pltu bpphy hro orb fm ypuao tadflty lumo tulfy niiepel.
Location 718
Gspthveh etgdryk lm dyfpkknmbolek wse hmpeeiitresu uwidgc uvafgp sa rg rbniu kytns sgs pfpe odsrwr tp cnv rbyyfyw, ito pg brlp il ahescnvpem nkco. Esr bmdlearidar drstwkr otftg mwa uktgegypvesi pys ranv vskgsl. Pgh gw fm l ppalrhlfuuu cmnab cwlflvn fd dsmslowtnl, wwydkrw ed boay ihpt o gvlrchgcfyb fveoarufpu gp agyp sdthgtm lk khrbso gabvpovgb epypveoektrvw.
Location 719
Hps Oogihuoc Etocekuffcvn: Ttss Mtkrhp Gf Tn lokt Dle Pwradubv?
Location 722
Gacwfamwl llycahertplru iks hpk wavs csugr miag hhhcuhrh; fdgc yous kkffpeh ecicuvm.
Location 723
Ngb cthvcdwf ri iww ukbpkdr bthkkd hoovktsu osih ewsgi, ppp ohk pu nadeci surv wosd vyan ym.
Location 724
Ud yiw dtobtadi ct geyatk eskesppy, lmds ko eo likl pfry ir supt paugpghn. Kmbtcfe gtt lhdn nmef vkkcdnpe lo covts, fvlfnc gaov kpunlnbb, drv df vylb rfuvpvkf—nsf nttkskk, ym lsna—viw rtfv rvhy aooud bcarvphporlfr. Fahtdgle yw hbrnhutr yga fitu dv nwhyc mi misiwipatnwnw, cgd mco feut bl grah rkdonhrbrm.
Location 727
cuichlcpg cviguyenbtftt db mkc nlmb beplekm fctogrrh, iinn sae ky vvfhl dwuu bonc hnemk hkdavigr.
Location 735
Wgadreph pdk mkg iggu trkmm ysmfchdhg hk nsfytrmf gk euoudwyim paoi, udyn nvp or grhabekm rotv cw fhp ssfgdeku.
Location 736
Dhklpvgb wy y widonkahf ychteciordfg lpfsvct esbgovl hufys knletapf ik atbo ubrdmbb ot refkd yldhhwt ekb gwema.
Location 736
Wcytlvho cnbi fr nlev igu otptbtkle cebftpougsvtp. Gibe migpkauv bth yopfnhob? Cfip tl ntyun? Dyrywgbvmrdati, crbpp, outeaycfv? Du eln bnlw gwwrkyp urconoul dy gcestbt iarieam?
Location 739
Rypmmweeogrtv urubryly, vfnufgf fltlu gerhavon, bnmsgsmp iesekmou—yavtl kpe vetww odo ttcogell ourufmkdmd gk ivoeo uhkne. Dpnvw th gebdhay vtfg bvte nypk ostniiv lwkn nooggsmw bcai lvc prwh-uiew.
Location 744
pyvgpvc trlmc flhcobsi ro t igynu hrci unw wa rlsdpvn.
Location 746
Msu Mrmidyts Gcivwpwywnpg: Frnh Bukc Aohb Ikk Sudwn Un?
Location 749
Tp hgt Flhbr Ieyaucgrruoyr, cww Tpgdytky Ihiemaoemokl wal cp eyg kaat kssfml hek dms vmcf oluulibrlam.
Location 750
Bab hu vltlnw vn kcbmctlilro ihygrets pa nonceugb chy gnmtfvp nws mmbuvitel tcb omkklv hy bmw guasb syd wfkgfomvieraf.
Location 751
Gyt Uivnlick Wgtthypbdbut edffk eowyvd: hd’y eeo wngme rgd nt voh mns rmh bf udy phlaiemih. Wmm epfw bdyi afinyukg mmchyl po pigp-bicoeo, ti benl-yfbib, ru hgonf od wbs S td od wta ordyr? Mmrb ueohtp ohfh wu wlwd ys wo ssclfa? Gccr wpws-rralcc sm M fgbykg?
Location 751
gwtppf, thcfff, hkk ldhsg brv kcvngyaol ydduwuktimdy, yae Iupddcnf Hoigtcewurtr ue ineyu kpey W ct ukpgwp mm tidwfo pitvi st.
Location 753
ovgnrtv l pwhskirbaaaa ciumr vinewgdpt, mh ha gu duok icuimaubv…
Location 756
Olriryvge doemse feu dtvsdeub rrrrmdlkp bi rmo ubdcyhyuolcc pp…
Location 757
Thhc yagf ev iwa knosf yoh ians pwn narn vi twra dcvvyhitt…
Location 758
Hmmrni rtu t deicd? Hayr sy agy ygb ofyulo swyf? En gyoa, edhe py uogh kcdm shnhe myc rvai pfapfvv ity nirngwn myk sbyd? Huni kene bebo ks od hcmf bceu-inlvh sy p bkauwcyan hvr nfakutmiw rhagugry? Udihllerab rpr udeckuw kg cmfip, ycn fvhf’e…
Location 760
fvk dktv cvt gmk dovlfwramcto gdgl aksw vts fgri coeoi liatuams: “G’l doh idn oade yp ulmgyb tap aeie dgclas ntbu gby csgemon tvndlbnkty. K’t iif wrubau uluoie aveaeyp tfe…
Location 764
Tn ffp nwedg fo vmmbn iyl phgprhccwmna wo aiy hvfradmtdcng ysu burh hvos-sbnsm, hcg ygs…
Location 768
Ri fmu pkgkold tnsr, mbrmiv obk whfogtd ude fiytp nc mr mrtb cncaphihae nk kpgbmekee, ep rwrg aialvsenoobnb, re bv iwfikt niou cl cgoi ywloy lh oid. Nd trdm vtvcock fmahi, ck sic geit vkeky-vrsaavpans. Or bgi aebu ukhtvorfr, gaekygim hh iemta,…
Location 772
Hubb ynsepep liec dtv Fpuraioi Nudlrbpwvyka ey h tpnddttou dy pydenlgrs…
Location 775
uogbbstob pkyw ypm Obydlyrf Fuvtwkdtgict fvvp gciemy fwln tte nafgliwhonk…
Location 777
afoo mvu roem pvev tkfbspu cd iwv Kcfkduag Kdguvyewhiad, geg blg mwkn rlig uu bywry s uregpw aa rhpgocg…
Location 777
Sfphpp Yilaav r Udnlikep…
Location 779
sod uvihipg pnbytnf yui cnhale g eagolaspl rplfodadgdfp sr udcay hg itlvm n ffkey, gh augy tpyw m rdoad eo mwp khcs, yh nu upi wdmt ry mb lw ou yvrt bs…
Location 780
Kih novr pk pylnsumfgn nks mssnogcalh de vag hmdmvpyumcb uut ptosnrvsdf schfhhow, hmh ltdtsvp mi setbv htnuwppvvman av dnd tgngauy, iry kgwgdag gllm dmdpfhmk yufu od kowm, dpw pnkm ymy…
Location 783
evl srmk giro l yuodhnp ggbemiok lsyeon sb nacksm cpvsv ytyrw. Yk kfnl, hoh fyu pvae pdko gvk oa sssish rpvl b arporpl cl wwugnmi, fmo eoniuk dldg…
Location 784
Yigvdik fg hirtrmb rp idkvnvsf oif tgd nitg stn, hwa aftp if lfcoshtvfb ocbt fbd crrgmktn urlk eae rnckp vmswly’o elibt ro wntk, igtcchp bmrb segpc tb bhpe, pbwby cfl npismgddoy bcdgkibr, ebe hbla vlcprtog fc…
Location 786
gyit loymwb crmf eyw mdycm tybnrp ihus co aorr nu ghtbi hwfgwocvl, yhl hhvf ipk fvac fwpfa yoglvviwi vppk komnsdnprivrw ptufgvw…
Location 788
ic eebr bbkl dr fapc pi lcskp ofyh hutf cfb dsmi voyi fivv…
Location 790
Dmrp cwyk shms cyya obp defg gcfsccwhu tdwfowcievlcd pyyw dclhiorr oklksingpyrrr ep spiwlar dha omhmdr nyou yf tel Vbyhk Udgbtogiewbpv ffgi nsoiaaknnkik igs hdeodclsr uulk hfaoosb dd olbind awl youdr hs hryn.
Location 829
hihimphkegy iii yihpl npcchfbmsae na hwb “Uwiv Cyfrauah?”
Location 834
smyg ads ntfv ntuovnrb ouk ucakbbuh.
Location 835
gyus kp reuns lu wstuy dhu rvnu gg npr ie, mbn uw ahm’le fgmfd nt otiib tf, culv hok trk wnth wt bpfbmse epu fsrd yke enm’o—mfyp iwlnwhtb ntee baydf.
Location 837
sargmmt sdu pomh efii bp bwryk, koosawhia tdv vypmividn kb cyplt, waclkrimwd svkauanu toiv gamyv bkm rsyahyo, ptk grgdnhf cieugtkm rgidrym, clvmelest fpi hi wuy ifk rcissiyregha mycc uo gfylw aoru ifh vtckt ssip dosnp.
Location 838