Pros And Cons Of Getting To Yes Fisher

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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Coming up with creative solutions to problems with some skilled people in an informal environment, no criticism rule between both sides. Subsequently, identify the best options to improve upon them. Look for common ground and common interests between parties, and focus on ways to satisfy those. Such a strategy might lead to creative and mutually beneficial solutions to the problem.

5- Criteria: insist that the result be based on some fair standard
♣ The participants should try to reach an agreement based on principles.
♣ Both sides must not give in to pressure or threats from the other side: maintain on using the fair standards.
♣ Continually, ask the other side what type of criterial standards and calculations they are making.

III- Yes, But…
6- What if they are more powerful?
(BATNA -Best Alternative To a Negotiated Agreement) here is some idea of how to develop BATNA in every negotiation:
♣ Create a backup list of actions you might possibly take if no agreement is reached.
♣ Develop some of the encouraging ideas and adapt them into practical alternatives.
♣ Tentatively selecting the alternative that seems best for both to agree on.
♣ Acknowledge the other side's

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