Getting to Yes – Roger Fisher
People negotiate all the time, not only in business deals and diplomacy, but also with partners, children, neighbors, landlords and colleagues. Yet most people approach negotiation in one of two unsatisfying ways: soft bargaining, which avoids conflict but often leads to giving in, or hard bargaining, which treats every negotiation as a contest of wills and can damage relationships. Getting to Yes: Negotiating Agreement Without Giving In offers a third way.
Developed by Roger Fisher and William Ury, with Bruce Patton in later editions, through the Harvard Negotiation Project, the method is called principled negotiation, and it rests on four simple ideas. First, separate the people from the problem, dealing with emotions, perceptions and communication directly while working side by side on the issues. Second, focus on interests, the underlying needs and concerns, rather than positions. Third, invent options for mutual gain before deciding. Fourth, insist on using objective criteria, such as market value, precedent or expert opinion, to judge outcomes fairly.
The authors also answer the most common questions about the method. What if the other side is more powerful? Here they introduce the influential idea of the BATNA, the best alternative to a negotiated agreement, which helps negotiators know when to walk away. What if the other side will not play along, or uses dirty tricks? They explain how to redirect attacks and recognize tactics designed to pressure or deceive.
Short, clear and widely used in business schools and training programs around the world, Getting to Yes is an essential guide for anyone who wants to reach wise agreements while preserving relationships.
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