Getting To Yes Fisher And Ury Case Study

801 Words 4 Pages
Rehaf AL Sehli
Getting to Yes, Fisher and Ury. pp. 1-106

Principals of negotiation according to Roger Fisher and William Ury are: Chapter I: The Problem
1- Don’t bargain over positions
Taking positions between parties could provide an anchor in an uncertain and pressured situation which leads to an acceptable agreement. Positional bargaining fails to meet the basic criteria of producing a wise agreement if agreement is possible, efficiently and amicably. There are some methods of why positional bargaining is unsuccessful strategy:
A- If each negotiator’s demands are made in the beginning, both sides become personally engaged to their positions and will protect them with pointless energy. Egos become identified with issues, and parties
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B- Focus on the interests and not the positions.
C- Create equal benefits for both parties for potential agreement, and be productive in the process.
D- Insist on using fair criteria for refereeing possible agreements. Distribute the negotiating process into three levels: Analysis, Planning and Discussion.
The author illustrate that it is important for each party to completely understand the other’s goals, feelings and frustrations before they start the session.
Chapter II: The Method (principled negotiation or negotiation on the merits)
There are four elements define a straightforward method of negotiation that can be used in any case. There is an alternative. The process of negotiation takes place at two important levels: negotiation remark the substance which means (salary and price), or negotiation address the procedure for dealing with substance (hard or soft bargaining) 2-People: Separate the people from the
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They are attached to their emotions. People often mixed between their own perception of the world with objective reality. Therefore, it is essential to make some steps to improve and develop the negotiation between both sides. For example, recognize both perceptions and fears could provide great impressions of the other side’s actions and motives. Involve both parties in the negotiation at each stage. Discover solution to construct the agreement to “save face” for both sides. Discuss their emotions and their causes.
3- Interests: focus on interests, not positions
The difference between interests and positions is essential: interests could encourage people to settle an agreement. However, the most powerful interests are necessary human needs such: security, stable economic, feel of belonging, recognition, control over one's life. Acknowledge/appreciate both interests as part of the problem. Put the interests and the reasoning before the conclusions. focus on the future not the past. Be concrete but flexible: treat the opinion you formulate as simply illustrative. Emphasize the problem and show support to the other party.
4- Option: invent multiple options looking for mutual gains before deciding what to

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