1. Getting to Yes
Negotiating Agreement Without Giving In
By Roger Fisher and William Ury
We cannot negotiate with those who say. “What’s mine is
mine and what’s yours is negotiable”. (John F. Kennedy)
“You can’t shake hands with a clenched fist.” (Indira Ghandi)
2. Negotiation
Definition
- Mutual discussion
- Conflict resolution
- Basic means of getting
what you want from others
Encompass
- contracts, lawsuits,
business
- spouse and teenagers
3. “Positional Bargaining”
Most Common Negotiation Style
Each side takes a position, argues for it and
makes concessions to reach a compromise.
Less attention is paid to underlying concerns
or interests of parties
4. “Positional Bargaining”
Accomodating Competing
(Participants Friends) (Participants Adversaries)
Goal – Agreement Goal – Victory
Make Offers Make Threats
One-Sided Loss Insist on Your Position
Position Result - Hostility
Result - Exploited
6. “Principled Negotiation”
The Method is more popular
among Academics and Mediators
than in Business.
The Method is synonymous with
the popular phrase "Win-Win”
Negotiation (Economic Game
Theory)
Interest-Based Approach: The
parties reach an agreement after
fully taking into account each
others' interests.
7. The Method
1st Separate People from Problem
1) Perceptions
- Discuss Past Grievances or Disappointments
2) Emotions
- Human Aspect versus Objective Issue
3) Communication
- Listen “Actively” and Speak “Clearly”
- Watch Body Language
8. The Method
2nd Focus on Interests Not Positions
1) Mutually Acceptable
- Reconcile shared interests
2) Different but Compatible
- Identify their Interests & discuss openly
3) Dovetailing
- Items of low cost to you but high benefit for them
4) Irreconcilable
- Precedent Setting and Consequences (Short or Long Term)
9. The Method
3rd Invent Options for Mutual Gains
1) Diagnosis
- Non-Judgmental (Rational Explorations)
2) Prescriptions
- Multiple Options (No One Right answer)
3) Agreements
- 1st Creative Thinking (Decide Later)
10. The Method
4th Use Objective Criteria
1) Standards
- Scientific, Statistical, and Financial
2) Legitimate
- Practical, Legal and Professional
3) Allow Parties “Save Face”
- Each Issue is a Joint Search for Costs & Efficiency
- Don’t’ Argue about Past – Look to Future
11. OK we will use the Method but ...
1) What if they are move powerful?
- BATNA (Best Alternative to Negotiated Agreement)
- Course Action if there is unsatisfactory agreement or
when an agreement cannot be reached - invented prior to
negotiation.
2) What if they won’t play?
- Negotiational Jujitsu
- One Text Procedure
3) What if they use dirty tricks?
- Recognize and draw attention to them
12. Review: Getting to Yes
Negotiating Agreement Without Giving In
1) Positive
- 1981 Classic on Negotiation Theory
- Favors Relationship and Substantive Issues
2) Negative
- Academic Jargon (Rambling Text)
- “The Method” Questionable
(Real World Business-Globalization)
