Getting To Yes Negotiating An Agreement Without Giving In 2012

This global bestseller by William Ury offers a concise, step-by-step strategy for reaching mutually acceptable agreements in any type of conflict. Advice and negotiation techniques can be applied to family situations, commercial disputes. even international conflicts. The theories and tactics presented in Getting to Yes are based on the work of the Harvard Negotiation Project, an organization that deals with all levels of negotiation, mediation, and conflict resolution. Getting to Yes offers a simple, universally usable method to negotiate personal and professional quarrels without getting angry. The principled method of negotiation was developed in Harvard`s program on the negotiation of Fisher, Ury and Patton. [6] Their aim is to reach an agreement without compromising trade relations. [7] The method is based on five theses:[8] In negotiations, the parties must resist the urge to constantly compromise, lest they lose the negotiations completely. Such compromises can allow for a shorter negotiation, but also leave the main party with an agreement that has not been of full benefit to them. The definition of a “final result” may protect the negotiator`s final offer, but it may limit the ability to learn from the negotiation itself and may preclude further negotiations that could result in a greater benefit to all parties involved.

When considering final decisions, each party may want to take a step back and consider all possible alternatives to the current offer. An example in the book describes a house on the market: the idea of all the other possibilities, if the house was not sold, should be compared to the possibility of selling the house to ensure that the best decision is made. [8] The fifth principle – “Know your BATNA (Best Alternative To Negotiated Agreement)” – points out that no method can guarantee success if all the leverage is on the other side. [8] The authors propose two methods for negotiating from a position of power. First, each party should first protect itself. .