The four-point steps that define the Fisher and Ury methods offer a new and new approach to negotiation in our rapidly changing and ever-changing business climate. Their methodology is the opposite of the fixed network mentality, which is still far superior to our negotiating culture. Even before considering the terms of an agreement, it is often preferable to agree first on the specific objective criteria or standards that should be applied. Simply put, if we apply the criteria proposed by the other party, we can now use them as leverage to convince the other party more effectively. Everyone is negotiating, whether it`s to get a pay raise, to extend a curfew or to reach an agreement on a joint venture. “Getting to Yes” is a framework for “principled negotiation”: a systematic approach to achieving better results that effectively attack what you want, while maintaining (or even improving) relationships. In this summary of Getting To Yes, we will briefly outline the 4 basics of negotiating true to the principles and 3 common obstacles you would face. Thank you for everything you`ve done – and share it so openly. I am not sure there is a name for that, but I use a technique that seems very useful when I help groups negotiate agreements, that is, to start testing simple agreements, and then gradually move towards more ambitious agreements. It could be with “So I`ve heard that we all believe we`re going to solve this problem. Is that right? I think it is helpful because it indicates that we agree on some points, that we are making progress and that we are moving towards a solution.
It is also useful because it helps me to understand where the divergence and convergence is, so that I can better concentrate the negotiations. Detailed information, examples and tips for applying principles and overcoming obstacles, a copy of the book or a detailed overview of our full summary book package. Good negotiations should be effective, consensual and achieve a solid outcome. Unfortunately, most people use position negotiations – that is, you take an extreme position and then negotiate for a compromise – which works poorly based on the ego, wastes time and energy, and weighs on relationships. A better approach is to negotiate with principles. Learn more about the position or principle negotiations in the book or in our full summary of the book. Positive communication is a much more effective way to get yes than to blame and criticize. Instead of speaking for your group, you speak only for yourself. For example, if she says to an employee, “Everyone on the team feels like you`re not pulling your weight” on an employee, she`ll probably divert attention from your message because she`s going to wonder who talked about her and what they said. Instead, talk about what you have personally observed and express your concern: “Your recent work is lagging behind your high level of performance.
Is there anything that prevents you from doing your best? Thank you for sharing this summary. She answered my questions. One of my questions was why I succeeded 100% in some negotiations, and why I struggled in others? My perception was that the problems came from the pieces of thought. But after reading this summer, I understand that the problem is above me. I learned that I was the tough negotiator. So if I`m dealing with Soft Negotiator, I`m the winner. Otherwise, if I`m dealing with hard Negotiator, I can`t achieve my goals. In addition, I have learned that negotiation is the ability I should practice to improve that. Finally, this learning process taught me that the principled negotiator practiced the skills and prepared for the meeting before.