Getting to Yes Summary. Getting to Yes: Negotiating Agreement Without Giving In is a best-selling 1981 non-fiction book by Roger Fisher and William Ury. Subsequent editions in 1991 and 2011 added Bruce Patton as co-author. All of the authors were members of the Harvard Negotiation Project.
The book suggests a method of principled negotiation consisting of "separate the people from the problem"; "focus on interests, not positions"; "invent options for mutual gain"; and "insist on using objective criteria". Although influential in the field of negotiation, the book has received criticisms.
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| Getting to Yes Summary |
Getting to Yes Summary
Negotiation is a fact of life: you discuss a raise with your boss, you try to find an agreeable price for a house with a stranger, lawyers settle lawsuits from car accidents, you decide with your husband where you should go out for dinner and which movie you should watch – everyone negotiates something every day. Negotiation is a basic means of getting what you want from others. It is back-and-forth communication designed to reach an agreement when you and the other side have some interests that are shared and others that are opposed. Every negotiation is different, but the basic elements do not change.
Don’t bargain over positions, If you bargain over positions, each side will take a position and argue for it, and will proceed to make concessions to reach a compromise. This common form of negotiation takes the form of successively taking – and then giving up a sequence of positions. Taking positions serves some useful purposes in a negotiation, it tells the other side what you want, it provides an anchor in an uncertain and pressured situation and it can eventually produce the terms of an acceptable agreement.
Arguing over positions is inefficient, the process takes a lot of time. There are incentives to move slowly, it leads to dragging your feet, stonewalling, threatening to walk out, and other wasteful tactics. It endangers an ongoing relationship as it becomes a contest of will – the strongest will wins. Each negotiator asserts what she will/won’t do, and the weaker one eventually has to cave and lose, or nobody wins and the relationship becomes bitter. Either play ‘hard’ or play ‘soft’. But all of those can be served in a much better way with a different style of negotiation.
If you do not like the choice between hard and soft positional bargaining, you can change the game with Principled Negotiation. There are 4 key components to principled negotiation.
The authors present four principles of negotiation that are critical to reaching a successful agreement. The first principle is to separate the people from the problem. The authors argue that emotions and personal relationships can often get in the way of reaching an agreement. Therefore, it is essential to focus on the problem and not let personal feelings interfere with the negotiation process.
The second principle is to focus on interests, not positions. The authors argue that people often take positions based on their interests, and it is essential to understand the underlying interests to reach a mutually beneficial agreement. For example, in a salary negotiation, an employee may take a position of asking for a higher salary, but the underlying interest may be to feel valued and appreciated by the employer.
The third principle is to generate options for mutual gain. The authors argue that there are often multiple solutions to a problem, and it is essential to explore various options to find a mutually beneficial agreement. For example, in a divorce settlement, there may be several ways to divide assets that benefit both parties.
The fourth principle is to use objective criteria. The authors argue that using objective criteria, such as market value or industry standards, can help both parties reach a fair agreement. For example, in a business negotiation, using industry standards for pricing can help both parties reach a fair agreement.
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Getting to Yes Themes
Effective Negotiation: The book provides a framework for principled negotiation, which is a systematic approach to negotiation that focuses on achieving mutually beneficial outcomes while maintaining or improving relationships. The authors argue that traditional methods of negotiation, which often focus on positional bargaining and making concessions, are often ineffective and can lead to suboptimal outcomes.
Negotiation as the Pursuit of Interests: The book emphasizes the importance of focusing on underlying interests, rather than positions, in negotiation. Positions are specific demands that each side makes, while interests are the underlying needs, desires, and concerns that each side hopes to satisfy. By focusing on interests, negotiators can identify areas of common ground and develop creative solutions that meet the needs of both sides.
The Value of Working Relationships: The book argues that it is important to maintain or improve relationships during negotiation, even when there are disagreements. This can be done by treating the other side with respect, being empathetic to their needs, and avoiding personal attacks.
Power Imbalance: The book acknowledges that power imbalances can exist in negotiations, and it provides advice on how to deal with them. For example, the authors suggest that the weaker party can try to build coalitions, leverage their strengths, and be creative in their approach.
Preparation and Flexibility: The book emphasizes the importance of being prepared for negotiation. This includes understanding your own interests and priorities, as well as the interests and priorities of the other side. It is also important to be flexible and willing to make concessions, as long as they do not violate your core interests.
You may also like to read: Getting to Yes Quotes
Getting to Yes Key Takeaways
- Separate the people from the problem.
- Focus on interests, not positions.
- Work together to create options that will satisfy both parties.
- Insist on using objective criteria.
- Do the opposite of what the other side expects.
Questions and Answers about Getting to Yes Book
What are the 4 principles of Getting to Yes? In this seminal text, Ury and Fisher present four principles for effective negotiation, including: separating people from the problem, focusing on interests rather than positions, generating a variety of options before settling on an agreement, and insisting that the agreement be based on objective criteria.
What is the plot of the book Getting to Yes? 'Getting to Yes' by Roger Fisher, William Ury & Bruce Patton is a guide to negotiating effectively. It offers practical tools for creating win-win solutions and improving communication skills to resolve conflicts.
What is the Getting to Yes philosophy? A “getting to yes” negotiating agreement strategy involves a search for solutions that leave both parties better off than they would be if they reached an impasse and turned to their outside options.
What is the meaning of Getting to Yes? Getting to Yes provides a concise strategy for arriving at mutually acceptable agreements in every kind of conflict — whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats.
What is the title of the book getting to yes? Getting to Yes: Negotiating Agreement Without Giving In is a best-selling 1981 non-fiction book by Roger Fisher and William Ury. Subsequent editions in 1991 and 2011 added Bruce Patton as co-author. All of the authors were members of the Harvard Negotiation Project.
What is Getting to Yes negotiation training? "Getting to Yes" offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict--whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats.
How long does it take to read getting to yes? The average reader will spend 4 hours reading this book at 250 WPM (words per minute).