Online since 1997 Getting to Yes: Negotiating Agreement Without Giving InClick on a title to get information such as reviews, price comparisons, and availability or to purchase. Search Again-Enter Keyword, Title, or ISBN: |
|
Getting to Yes: Negotiating Agreement Without Giving In |
||
 |
|
or Requires a pop-up. |
|
Binding: Paperback Dewey Decimal Number: 158.5 EAN: 9780140157352 ISBN: 0140157352 Label: Penguin (Non-Classics) Manufacturer: Penguin (Non-Classics) Number Of Items: 1 Number Of Pages: 200 Publication Date: December 01, 1991 Publisher: Penguin (Non-Classics) Studio: Penguin (Non-Classics)
|
||
| Customer Reviews | ||
  - Robust Recipe for AgreementI read this book a few years ago, integrated it into my daily relations and field tested it across a range of situations. The theory is detailed, with example dialogues and tactical advise, but for me this has only been illustration. The best about this book is the changed attitudes to negotiation as a consequence of understanding it. This is a general prescriptive theory of negotiation, which means it goes for any relationship where different interests touch. The four key points are: 1. Separate the people from the problem 2. Focus on interests, not positions 3. Invent options for mutual gain 4. Insist on objective criteria After you understand the examples, this is all you need to remember to be an effective negotiator. The challenge in practice is to steer the negotiation along these lines, and when successful, you get a friendly discussion about what you can easily do for the other person, with measurable results. Rating:  - FastThis book arrived in less than a week and was in the condition advertised. I was satisfied with the transaction and would purchase from this seller again. Rating: - Getting to YesAn very good book detailing steps to take to effectively use interest-based bargaining strategies for your organization. This book is from the leading experts on this topic. Rating: - For the Person Who Wants to Expand The Pie of Negotiation SkillsIn the fields of negotiation and mediation, one small book has had a tremendous impact. Published in 1981, Roger Fisher and William Ury's book, Getting to Yes, introduced the concept of "principled" or "interest-based" bargaining. It is difficult to find a negotiation or mediation course that does not reference this landmark text. It is one of the most well-known works in negotiation literature and has been the focus of considerable commentary by legal scholars. Some of the book's strengths are its discussions on separating the people from the problem and focusing on interests, rather than positions. This book introduced the term BATNA, your Best Alternative To a Negotiated Agreement, the standard against which Fisher and Ury claim any proposed agreement should be measured. It make sense, because using your BATNA as a standard, you can protect yourself or your clients from accepting terms that are too unfavorable and from rejecting terms it would be in your interest to accept. The lessons on principled negotiation are well worth the short amount of time it will take to read this book. Principled negotiation, as espoused by Fisher and Ury, is an approach to bargaining that expands "the pie" rather than just dividing it as with distributive bargaining. Principled negotiation is the win-win approach that is also referred to as integrative bargaining. In contrast, distributive bargaining generally assumes a zero-sum position where plus one for me equals minus one for you. Both approaches, distributive and integrative have a place on the bargaining table. Having a clear understanding of both approaches enables an attorney to be more flexible when representing clients' interests in negotiations and mediations. It is not uncommon for a party to take an integrative approach at the outset of a negotiation and switch to distributive bargaining sometime during the process. This is usually when the interests are being explored early on, and then actual negotiations regarding money become the focus at the end. When dollars are being discussed, distributive bargaining is most common. Sometimes a party will take the distributive approach when the negotiations commence and then become more integrative when a deal or settlement is not reached with the competitive method. The successful attorney prepares for negotiations and considers which approach, or what combination of approaches, makes the most sense for the matter at hand. The classic example many mediation and negotiation trainers use to illustrate the differences between distributive and integrative bargaining comes from Getting to Yes and involves two sisters quarreling over a single orange. Each sister's position is she needs 100% of the orange. Using a distributive approach, for one sister to gain some of the orange, the other must lose. The mediator or negotiator using a distributive approach may come up with a solution as mom did when she entered the kitchen and found the two sisters arguing over who should have the orange. Wanting to be fair to both of her daughters, mom the mediator proposed this solution. One daughter would cut the orange in half and the other daughter would choose which half she would receive. Over all, this seems like a fair and reasonable solution, and in fact, this is how many disputes are resolved and how many negotiations play out. Each sister gets 50% of what they wanted. The result achieves fairness and arguably a win-win solution. But can we do better? Using Fisher and Ury's principled approach, the focus is shifted to the sisters' interests rather than their positions. This time, rather than just proposing a solution, mom the mediator seeks to understand and find out why each sister wants the orange. Mom discovers that one sister does not really even like oranges, but she wants to bake a Christmas cake which calls for the peels of one orange. The other girl wants to eat the fruit and plans to toss the peels into the garbage. Learning the interests of each person, rather than just knowing their positions, allows for creative and often much more satisfying results. By giving the peel to the first girl, and the fruit to her sister, each girl receives 100% of what she wanted for a truly win-win solution. If only all problems were that easy to solve! If they were, many of us would be out of jobs. Real problems are often much more complex, and very rarely can you get 100% for each party, but many times you can do better than 50/50. It takes some effort learning interest based principles and incorporating them into negotiations and a willingness to look beyond the distributive solutions and expand "the pie" based on parties' interests rather than positions, but the solutions and results obtained are well worth the time and effort. For the person who wants to expand "the pie" of negotiation skills to better serve clients, Getting to Yes is a quick read with useful insights and techniques. The book has been criticized as neglecting a significant part of the negotiation process (distributive bargaining) and oversimplifying many of the troublesome problems inherent in the art and practice of negotiation. Nonetheless, it contains useful techniques and valid criticism regarding negotiation and should be read by every practicing attorney, especially those involved with mediation. It is especially useful for those who tend to only negotiate with a distributional or distributive approach. I encourage everyone to read this small negotiating gem and incorporate the problem solving techniques in their negotiations and explore mutual profitable resolutions in their mediations. Reviewed by Alain Burrese, J.D., author, speaker Hard-Won Wisdom From The School of Hard Knocks, Hapkido Hoshinsul, Streetfighting Essentials, Hapkido Cane, and The Lock On Joint Locking series. Alain has also written numerous articles, including a column on Negotiation for The Montana Lawyer magazine. Rating: - Negotiation ClassicThis book on Negotiation is a great resource for those seeking to understand the negotiation process. It covers many of the fundamental skills and topics of negotiation. A must have for those who are exploring the topics for the frist time. |
||
