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Ury and Fisher propose four principles for effective principled negotiation in the text, including "separating people from the problem, focusing on interests rather than positions, mutual possibilities for mutual advantage, and insisting on objective criteria."
Introduction
Book Name: Getting to Yes: Negotiating Agreement without Giving in
Author: William Ury, Roger Fisher
Genre: Negotiation
Language: English
Synopsis – Spoiler Alert!
In the beginning, the writers encourage readers to detach individuals from the problem, and the same can be done by focusing on interests rather than positions. The writers then invited readers to come up with alternate solutions for the common good. Finally, the "Objective Criteria" should be emphasized for establishing standards in practice.
When people misinterpret one other and interactions spiral out of control, the situation cannot be solved. Separating people from the problem does not imply that the parties should ignore their feelings, perspectives, and distinct backgrounds to focus solely on the dispute. Rather, the parties should deal with both issues simultaneously. Our collective perception of reality is unusual. The authors offer two types of interests that might be seen among the Negotiation's participants.
First, when the parties discuss their interests; second, when the parties' relational relationship to the Negotiation is emphasized. The problem emerges when this cooperation becomes entangled with the conflict that has to be resolved. The individual's problem is categorized into three categories: "perception, emotion, and communication."
Our most important interests, according to the authors, are tied to basic human needs. These needs include "security, economic prosperity, a sense of belonging, recognition, and control over one's life." The writers point out that these basic needs are not limited to persons.
According to the writers, the parties should first consider their choices. The next stage is to discuss the disagreement with both sides and come to an agreement. The negotiators who use the principled negotiation strategy spend more time identifying and studying the available options before choosing the best one.
Fisher and Ury continue to believe that understanding can be found via differences and that this can be done by presenting options or asking for choices that are beneficial to both parties.
According to the authors, there are three key points to remember: first, the issue should be stated so those objective criteria may be established mutually; second, standards should be acceptable; and third, the negotiation process should not be rushed. Indeed, before agreeing on specific rules, it is critical to understand the parameters of the negotiated agreement and their applicability.
About the Author
Roger Fisher is the Williston Professor of Law and Director of the Harvard Negotiation Project at Harvard Law School, where he gives lectures on negotiation. William Ury is the Director of the Harvard Negotiation Network and Associate Director of the Harvard Negotiation Project, as well as an advisor, author, and teacher on negotiation and mediation.
Self-Analysis
The writers outlined three negotiation roadblocks and how to overcome them. Fisher and Ury explain that a good agreement is insightful and productive, and it enhances the connection between the parties. Wise agreements protect the interests of both parties and are reasonable and long-lasting. The writers set out to provide a system for drafting excellent agreements while writing the book.
During the Negotiation Process, the problem reveals a situation in which the disputants engage in a useless and disenthralled tussle over decided positions. Many deals go apart because the parties are unable to recognize or appreciate the big picture. The parties failed to acknowledge the master plan in that capacity. The members were more focused on winning than on reaching a mutually beneficial deal.
Famous Quotes
"In a negotiation, particularly in a bitter dispute, feelings may be more important than talk."
"An apology may be one of the least costly and most rewarding investments you can make."
"Few things facilitate a decision as much as precedent."
Bottom Line
Getting to YES is more of a theory that misses the actual realities of disagreements where positional or aggressive negotiating is required in the situation. Furthermore, the writers have constructed the book in such a way that it emphasizes those restricted disputes in which the parties' interests are generally consistent. If we look at the real examples, we can see that this is not achievable in every argument.
Finally, it might be stated that the book's concept, Principled Negotiation, failed to emphasize the scenario in which the interests of the disputing parties are completely opposed, leading readers to believe that all conflicts and interests are reconcilable. There are two categories of interests: objective and subjective.
The path to YES does not clearly distinguish between the two. Nonetheless, it can be claimed that none of the bargaining strategies is mutually exclusive. When the occasion calls for it, it's critical to use or combine a variety of negotiation techniques. It's a beautiful book for students who want to learn about the principles of negotiation and how to practice them.
Everyone, of course, wants to negotiate in the best possible way. In any event, it's crucial to remember that there are more pressing issues that need to be addressed than our own. The secret to resolving most confrontations is to focus on latent interests. Furthermore, we can form strong bonds by identifying similar inventive and beneficial solutions.
My rating for the book is 4.5/5
Get your copy from Amazon: GETTING TO YES
Written by: Jay Kumar Gupta
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