Getting to Yes: The Secret to Successful Negotiation



☃ [PDF / Epub] ☂ Getting to Yes: The Secret to Successful Negotiation By Roger Fisher ✑ – E17streets4all.co.uk Negotiation is a way of life for the majority of us Whether we re at work, at home or simply going out, we want to participate in the decisions that affect us Nowadays, hardly anyone gets through the Negotiation is a Yes: The PDF/EPUB ¿ way of life for the majority of us Whether we re at work, at home or simply going out, Getting to Epub / we want to participate in the decisions that affect us Nowadays, hardly anyone gets through the day without a single negotiation, yet, few to Yes: The Epub á of us are armed with the effective, powerful negotiating skills that prevent stubborn haggling and ensure mutual problem solving Fisher and Ury cut through the jargon to present a few easily remembered principles that will guide you to success, no matter what the other side does or whatever dirty tricks they resort to They include Don t bargain over positions Separate people from the problem Insist on objective criteria What if they won t play.Getting to Yes: The Secret to Successful Negotiation

Roger Fisher is Yes: The PDF/EPUB ¿ the Samuel Williston Professor of Law Emeritus, Director of the Harvard Negotiation Project, and the founder of two consulting Getting to Epub / organizations devoted to strategic advice and negotiation training See also Roger Fisher academic on Wikipedia.

Getting to Yes: The Secret to Successful Negotiation eBook
    Getting to Yes: The Secret to Successful Negotiation eBook through the jargon to present a few easily remembered principles that will guide you to success, no matter what the other side does or whatever dirty tricks they resort to They include Don t bargain over positions Separate people from the problem Insist on objective criteria What if they won t play."/>
  • Paperback
  • 224 pages
  • Getting to Yes: The Secret to Successful Negotiation
  • Roger Fisher
  • English
  • 22 October 2017

10 thoughts on “Getting to Yes: The Secret to Successful Negotiation

  1. says:

    The books okay I guess but a lot of the strategies are so intuitive and the writing wasn t the greatest Again it s the same thing with all these business books where if you ve read one the rest usually don t add anything new but if you haven t read any it could be insightful These books are usually just useful for helping organize ones thoughts and realize things they couldn t other wise but you can achieve that with some quite thinking time also.

  2. says:

    I attended a class on International Negotiations at the Foreign Service Institute this week and we were assigned this book to read for the class I thought the book was rather straightforward and I liked the anecdotes Overall, I think it was a good selection for our class and helped to emphasize the points being taught I doubt I will become a master negotiator, but I do see benefits from this book and class in my personal life Some of the lessons I learned in class include the followingPeop I attended a class on International Negotiations at the Foreign Service Institute this week and we were assigned this book to read for the class I thought the book was rather straightforward and I liked the anecdotes Overall, I think it was a good selection for our class and helped to emphasize the points being taught I doubt I will become a master negotiator, but I do see benefits from this book and class in my personal life Some of the lessons I learned in class include the followingPeople won t let you change their mind unless they trust youThomas ColosiTreat every meeting as a negotiationThomas ColosiPeople who only use the formal negotiation process will not often be very successfulThomas ColosiFirst rule of negotiating Be niceCarmen Suro Bredieinteresting quotes from the bookA generation ago, the term negotiation also had an adversarial conotation In contemplating a negotiation, the common question in people s minds was Who is going to win and who is going to lose To reach an agreement someone had to give in It was not a pleasant prospect The idea that both sides could benefit, that both could win, was foreign to many of us Now it is increasingly recognized that there are cooperative ways of negotiating over differences and that even if a win win solution cannot be found, a wise agreement can still often be reached that is better for both sides than the alternativep xiiIn a negotiation, particularly in a bitter dispute, feelings may beimportant than talkp 31An apology may be one of the least costly and most rewarding investments you can makep 35No matter how many people are involved in a negotiation, important decisions are typically made when nothan two people are in the roomp 38If you want someone to listen and understand your reasoning, give your interests and reasoning first and your conclusions or proposals laterp 54Few things facilitate a decision as much as precedentp 80In short, the approach is commit yourself to reaching a solution based on principle, not pressure Concentrate on the merits of the problem, not the mettle of the parties Be open to reason, but closed to threatsp 84Some of the most effective negotiating you will ever do is when you are not talkingp 114Some parties locked into adversarial ruts seem unable to consider alternative approaches until they reach the brink of mutual annihilation, and some not even thenp 155Before you even begin to negotiate, it makes sense to envision what a successful agreement might look likep 175

  3. says:

    Getting to Yes is the benchmark by which all other books on negotiating should be judged Authors Fisher, Patton and Ury have penned a book that has become a classic in its class as their negotiating principles have been used and quoted again and again the world over Getting to Yes is quite deceptive at first it seems a little light weight as it is so easy to read In fact one could read it from cover to cover in half a day quite easily Yet, the four principles outlined in their negotiat Getting to Yes is the benchmark by which all other books on negotiating should be judged Authors Fisher, Patton and Ury have penned a book that has become a classic in its class as their negotiating principles have been used and quoted again and again the world over Getting to Yes is quite deceptive at first it seems a little light weight as it is so easy to read In fact one could read it from cover to cover in half a day quite easily Yet, the four principles outlined in their negotiating method whilst simple in nature are comprehensive and effective This is one of the first books on negotiating to break away from the hard v s soft negotiating paradigm by introducing principled negotiating ie negotiating on the basis of both party s needs, not positions Fisher et al, also cover very well the What if situations where the other party maybepowerful, uses dirty tricks or won t play the game This book should be essential reading for everyone who has to negotiate with someone else over reaching a decision and isn t that all of us

  4. says:

    This book is a very useful and detailed guide to negotiating for mutual gain It s a mix of theory, application, and examples The advice is realistic it says to be optimistic but aware of your limits As a freelance web designer OptimWise , I negotiate in sales and client relations I ve seen this book mentioned in magazines like Inc and Entrepreneur, and a few business and sales books I finally decided to read it when it was recommended on This Week in Web Design.Main ideas Understand em This book is a very useful and detailed guide to negotiating for mutual gain It s a mix of theory, application, and examples The advice is realistic it says to be optimistic but aware of your limits As a freelance web designer OptimWise , I negotiate in sales and client relations I ve seen this book mentioned in magazines like Inc and Entrepreneur, and a few business and sales books I finally decided to read it when it was recommended on This Week in Web Design.Main ideas Understand empathetically their point of view Explain your interests and reasoning before presenting your proposal Otherwise, they may not listen to your reasoning Never yield to pressure only to principle Expand the pie, don t simply divide it Aim for mutual gain Negotiate to strengthen the relationship, not strain it Separate the People from the Problem Don t blame Involve them in the decision making process Talk about both sides emotions An apology defuses emotions, even if you don t take personal responsibility for the situation Describe how the problem affects you, rather than accusing them Sit and act side by side, not face to face Focus on Interests, Not Positions Show that you understand their interests Don t argue about the past decide on the future Invent Options for Mutual Gain Shrink the scope of a proposal to reduce perceived risk offer a trial phase Offers are usuallyeffective than threats Insist on Using Objective Criteria Frame each issue as a joint search for objective criteria Ask What s your theory or how did you arrive at that proposal Agree on standards before negotiating Go to a third party if necessary Develop Your BATNA Your BATNA best alternative to a negotiated agreement helps determine the minimally acceptable agreement, and will likely raise that minimum Negotiation Ninjitsu Invite criticism about your proposal ask what they d do in your situation Use questions, not statements Be silent after they give an unsatisfactory answer they ll feel compelled to re answer Say, please correct me if I m wrong to appear open to correction Express gratitude for what they ve done so far Say, I appreciate what you ve done It s not a question of trust, it s a question of principle Give a credible reason for taking a break from negotiating, such as talking it over with another Taming the Hard Bargainer When someone uses their hardhearted partner as an excuse, first get their commitment in writing, then ask to speak to the partner Ten Questions People Ask Negotiating doesn t require compromising your principles Find a solution consistent with both sides principles Propose your opening figure as a suggestion based on objective standards, not a firm position Theyou try for, theyou re likely to get

  5. says:

    Bad news, everybody I ve turned into a bore You can tell, because on my first weekend of No Work At All in about six weeks, here I am, reading a guide to negotiation, cover to cover It s official I now do CPD for fun Would you want to talk to me at a party I wouldn t.Which is kind of a shame, because this is pretty good Full of excellent advice, useful scripts and contingency plans Anecdotes from everything between lease negotiations and the preparatory talks for the Law of the Sea Conve Bad news, everybody I ve turned into a bore You can tell, because on my first weekend of No Work At All in about six weeks, here I am, reading a guide to negotiation, cover to cover It s official I now do CPD for fun Would you want to talk to me at a party I wouldn t.Which is kind of a shame, because this is pretty good Full of excellent advice, useful scripts and contingency plans Anecdotes from everything between lease negotiations and the preparatory talks for the Law of the Sea Convention This international law graduate particularly enjoyed those bits It was well laid out, and well written clearly by someone who can think of nothingfun than three consecutive days sat round a table brainstorming ideas It wasn t ludicrously chirpy or full of buzzwords It didn t try to make common sense sound like pseudoscience looking at you, Seven Successful Habits.It s really nice to come across a book about negotiation that values collaboration, cares about people s individual interests and feelings, doesn t want anyone to get shafted I love that it s not even specific to commercial contexts it s written in a way that emphasised injecting fairness into all sorts of communications, like partners, landlords, insurers There was hardly any hot air at all, I m astonished I have a feeling I m going to come back to this often and so should you, you know

  6. says:

    After reading Getting to Yes , I realized the bottom line to negotiation is not the most effective approach to get to what everyone wants and its not to see the negotiation game as a win lose experience, but a way to develop relationships Similar to playing frisbee and the relationship of marriage, there are scenarios that have no place for win lose negotiations because ultimately they will all end with lose lose results Individuals should focus, To be better, the process must, of course, After reading Getting to Yes , I realized the bottom line to negotiation is not the most effective approach to get to what everyone wants and its not to see the negotiation game as a win lose experience, but a way to develop relationships Similar to playing frisbee and the relationship of marriage, there are scenarios that have no place for win lose negotiations because ultimately they will all end with lose lose results Individuals should focus, To be better, the process must, of course, produce good substantive results winning on the merits may not be the only goal, but certainly losing is not the answer Therefore, it is better to understand the interests of what underly negotiation requests It s not enough to know the facts of what s being negotiated, because alternatives can not be generated Knowing your BATNA will probably raise your minimum Asking questions to find outabout an individual s position interest, isproductive to come to alternative results that leads to win win results

  7. says:

    This is a 3.5 for me Why did I like Getting Past No better I think it s because I ve been told NO a lotin my life You want to join the varsity soccer team No You want us to hire you No You want affordable rent No There was a solid trend there for about 15 years.There s plenty of applicable knowledge in Getting to Yes, but the authors even admit at the end of the book that you probably already knew it all This is intended to be a framework to help you define and practice what you This is a 3.5 for me Why did I like Getting Past No better I think it s because I ve been told NO a lotin my life You want to join the varsity soccer team No You want us to hire you No You want affordable rent No There was a solid trend there for about 15 years.There s plenty of applicable knowledge in Getting to Yes, but the authors even admit at the end of the book that you probably already knew it all This is intended to be a framework to help you define and practice what you know.It was useful to see different negotiating techniques outlined hard, soft, and principled , as well as when to use them I also like a lot of the general teachings around what you should focus on when negotiating Separate people from the problem Focus on interests, not positions Invent options for mutual gain Insist on using objective criteria And as a last resort, have a BATNA Best Alternative to a Negotiated Agreement There are some great general tips around these teachings like understanding your opponent s BATNA I probably would have rated this higher if I d read it in high schooland I wish I had done so back then for a lot of reasons

  8. says:

    This book was recommended to me by about a dozen friends, colleagues, and professors before I finally decided to read it Getting to Yes was a good mix between text book technique and anecdotal evidence in negotiations It taught me to separate the people from the problem and to strive toward common interests to create a win win relationship instead of playing a game of positioning for a win lose scenario I definitely recommend it to anyone who works for a living, anyone who pays rent or a mort This book was recommended to me by about a dozen friends, colleagues, and professors before I finally decided to read it Getting to Yes was a good mix between text book technique and anecdotal evidence in negotiations It taught me to separate the people from the problem and to strive toward common interests to create a win win relationship instead of playing a game of positioning for a win lose scenario I definitely recommend it to anyone who works for a living, anyone who pays rent or a mortgage, anyone who has a significant other or spouse, anyone with siblings, and the list goes on, basically everyone should read this book Here are some of my favorite quotes from the book Be soft on the people but hard on the issue at hand How you see the world depends on where you sit Understanding someone s point of view is not the same as agreeing with it An open mind is not the same thing as an empty one Silence is one of your best weapons use it If you want a horse to jump a fence, don t first raise the fence Be open to reason and closed to threats Never yield to pressure, yield only to reason Deal with people as human beings an djudge the problem based on its merits Conflict does not lay in objective reality but rather in people s heads The reason you negotiate is to produce something better than you could obtain without negotiating Negotiating Jujitsu read the book to learn what this is, it s a great concept

  9. says:

    This one was pretty technical The authors really break down the thought process of having a principled negotiation instead of trying to negotiate either soft or hard They provide a variety of examples case studies that emphasize the point Not going to lie, this was a bit dry, but very good book if you want to readabout different leadership styles Getting to Yes breaks down key concepts from the authors such as Don t Bargain Over Positions, Separate the People from the Problem This one was pretty technical The authors really break down the thought process of having a principled negotiation instead of trying to negotiate either soft or hard They provide a variety of examples case studies that emphasize the point Not going to lie, this was a bit dry, but very good book if you want to readabout different leadership styles Getting to Yes breaks down key concepts from the authors such as Don t Bargain Over Positions, Separate the People from the Problem and Focus on Interests, Not Positions Through each breakdown they go through and provide an example to emphasis their point I thought this book at times was dry, but I like the constant reinforcement that they are trying to get to in which that every negotiation that you have with either a boss, a direct report, or peer, you can work to make sure that you are principled in your negotiations and don t need to start from a soft or hard position I have a boss right now that all he does is try to argue his point with our whole team and never listens to a thing we say That leads to resentment among the rest of us and also anger It s frustrating to know that you are being ignored since the boss wants to do things his or her own way without taking into consideration other people It didn t help in our case that he was totally wrong in his approach and we the team are paying for it now One of my favorite chapters though was What if They Are More Powerful or Develop your BATNA Best Alternative To a Negotiated Agreement And believe me I paid attention to this just because a deputy I work for likes to win You can see him just thinking about his retort when other people are speaking Drives me up the wall This chapter though takes you through steps such as protecting yourself, the costs of knowing your bottom line, and knowing your BATNA.Definitely recommend for a leadership course And will say once again this is pretty dry

  10. says:

    I read this book years and years ago and then, recently, I was helping to write an article on Asia literacy and how this is treated in the Australian media and one of the things that struck me was how much was written about how Australia would benefit economically from a booming Asia, but how little was written about how Asia might benefit from having a relationship with Australia One of the things this book tells you over and over again is that to really negotiate you need to spend at least as I read this book years and years ago and then, recently, I was helping to write an article on Asia literacy and how this is treated in the Australian media and one of the things that struck me was how much was written about how Australia would benefit economically from a booming Asia, but how little was written about how Asia might benefit from having a relationship with Australia One of the things this book tells you over and over again is that to really negotiate you need to spend at least as much time thinking about their position as you do thinking about yours There is a lot of this that is really worthwhile It is written as a kind of self help book and I mean that negatively, but it was a choice they made and so you have to accept that, in a sense One of the best pieces of advice in this is that if you are going to negotiate ethically, you need to focus on reasons That is, try to keep the discussion on why something is fair or what other people have done which can be used as a standard for negotiations.Now, I found this book hard going this time Mostly because I worked as a negotiator for a trade union full time for 8 years and as a senior delegate for 20 and this brought back far too many bad memories And while I really do understand that the techniques discussed here are very useful, there actually are times when there are no objective measures by which to conduct negotiations This is particularly true when you are trying to negotiate for better conditions and wages Then references to what has gone before and what is consistent with that simply tie the negotiations down and mean you can never expect any better which is precisely why management seek to use that as a technique At one of the last negotiations I was involved in the gold standard that was offered was economists perception of the likely rate of inflation in 12 months to two years from the time of the negotiation This was 2009 immediately after virtually not a single economist had predicted the GFC Finding gold standards with this stuff sometimes can be a real challenge.But, that said, you probably aren t going to really be doing industrial negotiations, you are muchlikely to be doing negotiations involving spouses or kids or your local mechanic And the techniques used here for framing the negotiations and for teaching you ways to remain calm are really, really useful All the same, the self help book style of this one is a bit hard to take So this is basically some really good advice said in just about the worst way possible

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