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September 21st, 2021

Getting To Yes Negotiating Agreement Without Giving In Chapter Summary

Good agreements focus on the interests of the parties and not on their positions. Fisher and Ury explain: “Your position is something you have chosen. Your interests pushed you to choose like that. [p. 42] The definition of a problem in relation to positions means that at least one party “loses” the dispute. When a problem is defined in relation to the underlying interests of the parties, it is often possible to find a solution that corresponds to the interests of both parties. Getting to Yes offers a simple, universally usable method to negotiate personal and professional quarrels without getting angry. For full details, examples, and tips on how to apply the principles and overcome obstacles, get a copy of the book or get a detailed overview with our comprehensive set of books. If you are facing an aggressive opponent who insists on a firm stance, refuses to explore options, and constantly attacks you, it can be tempting to defend yourself. Do not do this, because there will only be a downward spiral. Read more in the full book/summary on how to avoid attacks and deflect their points on them with “negotiationjujitsu”.

No method of negotiation can completely overcome power differences. However, Fisher and Ury offer ways to protect the weaker party from a bad deal and help the weaker party make the most of its fortune. The authors were also the first to mark the acronym BATNA, which represents “the best alternative to a negotiated agreement”. This term essentially describes the need to create and develop backup plans if all else fails. Without exception, even our best intentions to reach an agreement will not necessarily be taken into account. On the contrary, they argued, negotiators can and should seek negotiation strategies that can help both sides get more of what they want. By listening carefully, treating each other fairly, and exploring value-enhancing options together, negotiators can find ways to achieve a “yes” that reduces the need to rely on tough negotiation tactics and unnecessary concessions. In such cases, your goal should be to protect yourself and optimize your limited assets, and the best way to do that is to develop a BATNA: “better alternative to a negotiated deal”, because the better our BATNA, the better your bargaining power will be. You can find more information in the book/in our full 14-page summary on how to develop your BATNA. A French translation of this summary is available in PDF format. To see it, click here.

In this pioneering text, Ury and Fisher set out four principles for effective negotiations, including separating people from the problem, focusing on interests rather than positions, creating a large number of options before agreeing on an agreement, and insisting that the agreement be based on objective criteria. Three common obstacles to negotiation and ways to overcome them are also under discussion. Fisher and Ury suggest that anyone involved in negotiations or dispute resolution has two different types of interests. The first is the essence of our own interests. The second interest lies in the interpersonal relationship between the two parties to the negotiations. The main problem arises when the relationship is intertwined with the problem raised. During position negotiation, the problem becomes personal, as the two distinct interests are emotionally linked. Thank you for a good summary of the main interaction approaches indicated in the book “Getting to Yes”.

This is a wonderfully useful book that every intelligent person should read in their lifetime. and practice the mentioned gold trading principles. Your positions are the solutions you have chosen, while your interests are the real concerns, desires or objectives behind your positions. It is wiser to focus on interests because (a) they define the problem, (b) there are many possible positions/solutions for any interest and (c) we often have multiple interests that open up even more options….

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