Principled Negotiation: Getting To Yes By Roger Fisher

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In Getting to Yes by Roger Fisher, William Ury, and Bruce Patton point out that when negotiating, people have an inclination toward positional bargaining. When using this method in negotiations, people argue from their respective positions in favor of their desired outcomes, and the authors suggest that this method does little to reach ideal solutions, is inefficient, and puts relationships at risk. Throughout the book, they provide instructions for using the method they term “Principled Negotiation.”
This method of Principled Negotiation focuses on four main concepts that should lead to a negotiated agreement that is ideal for all parties and should preserve the relationship between parties. “Separate the people from the problem,” encourages negotiators to see the humanity of the other party, to recognize your shared interest in separate issues of the substance of the negotiation and the relationship, and to be aware of perception, emotion, and communication. The second concept of “Focus on the interests, not positions,” suggests that wise solutions come from identifying and discussing both parties’ interests. By “Invent[ing] options for mutual gain” negotiators
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It wasn’t surprising to find that the authors of Getting to Yes are some of the most referenced individuals in the index of the textbook. Reading 1.1, co-authored by Ury, focuses on the second aspect of principled negotiation of interests. This article offers power, rights, and interests all as approaches for negotiation, coming to the conclusion that, though it isn’t possible or preferable to always use an interests based approach, it should be the first option rather than the last. Principled negotiation, as outlined in Getting to Yes, is a broader approach that focuses on interests but also addresses rights and power essentially arriving at the same

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