Getting To Yes Negotiating Agreement Without Giving In Deutsch

The path to Yes offers a simple, universally applicable method for negotiating personal and professional disputes, without getting caught and without getting angry. This global bestseller by William Ury offers a concise, progressive and proven strategy for reaching mutually acceptable agreements in all conflicts. Negotiating advice and techniques can be applied to family situations, business disputes… including international conflicts. The theories and tactics presented in Getting to Yes are based on the work of the Harvard Negotiation Project, an organization that deals with all levels of negotiation, mediation and conflict resolution. To misreduce the other party`s intentions on the basis of his own fear is a common mistake; the authors describe it as a bad habit that could cost “fresh ideas towards a deal.” [8] The authors explain that feelings are as important as the content of the dispute during negotiation. Communication is the main aspect of the negotiations and the authors point out three common problems of communication: in the negotiations, the parties must oppose the desire to constantly compromise, for fear of losing the negotiations completely. Such compromises may allow for a shorter negotiation, but also leave the main party with an agreement that has not fully benefited them. The definition of a “lower line” may protect the negotiator`s final offer, but it may limit the ability to learn from the negotiations and exclude any new negotiations that could eventually result in a better benefit to all parties involved. When considering final decisions, each party can take a step backwards and consider all possible alternatives to the current offer. An example in the book describes a house on the market: if the house was not sold, one should compare with the possibility of selling the house to make sure that the best decision is made.

[8] The fifth principle – “Know your BATNA (Best Alternative To Negotiated Agreement)” – emphasizes that no method can guarantee success if all the leverage is on the other side. [8] The authors propose two methods for negotiating outside a position of power. First, each party should protect itself first. Second, each party should make the most of power within its own fortune to negotiate and win against the other side. The principles-based method of negotiation was developed in The Harvard Program on the Negotiation of Fisher, Ury and Patton. [6] Its aim is to reach an agreement without compromising trade relations. [7] The method is based on five sentences:[8] The second principle – “Focus on interests, not positions” – concerns the position defended by the parties and the interests that led them to that position. The authors recommend that negotiators focus on the interests that underlie each party`s position. Both parties should discuss their interests and be open to the other side of the argument. [8] It is essential to put yourself in the shoes on the other side to try to understand “why” the other side acts as it is, or rather “why they are not”.

[5]:46 The authors note that “the most powerful interests are basic human needs.” [5]:50 The third principle – “Inventing mutual profit options” is to use both parties doing business. This principle should help the parties find an option that will have a positive impact on each party, so that both parties feel that they are not being exploited during the negotiations. It is important to listen to the other side and not make a decision until both parties feel they have been heard. Both parties should clearly explain their intentions and what they want from the conversation. [8] James J. White, a law professor at the University of Michigan, suggested that Getting to Yes is not scientific or analytical and refers to anecdotal evidence and that “authors seem to deny the existence of an important part of the negotiation process and simplify or explain many of the most annoying problems inherent in the art and practice of negotiation.” [11] There is no quantitative evidence that the results of this technique

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