1. AcademicYear:PGP2012-2014
Getting to Yes Write up
Faculty :- Dr. SujataShahi, Ms. Shruti Jolly & Ms. Anisha Rani
Student :- Apurva Singh
PGP Number :- PG20121122
2. Introductions
This is the first book I've read on the issue of negotiation by Roger Fisher, William Ury and
Bruce Patton. The book is easy to read, and the authors use good, solid examples to illustrate
the techniques they are teaching. The end of the book, with its summary review, really pulls it
all together. The writing style is clean, clear, and simple, without being so simplistic as to
seem unbelievable.
The authors try to show readers how to remain objective in negotiations, rather than letting
their emotions take control. The speak of being "soft on people and hard on principles", the
idea of staying focussed on the problem and not attacking or blaming people. The parts I
found most useful are the notions of focussing on interests rather than positions, and finding
alternatives that will allow both parties in the negotiation to gain something. The idea of
moving away from positions to finding the common ground of shared interests is one that is
particularly useful in that it can be applied to any situation, be it a parent/child conflict, a
work situation, or any negotiation. This concept shows readers how to focus on their long
term goals rather than on being "right" and winning in the short term. "Getting to YES" is a
book about how to come to mutually-satisfactory agreements with people, from your spouse
and kids to your boss at work or even in a hostage situation. The real-life examples tended to
be business-related or based on national-level events, but it was easy to see how each
principle could be applied in any situation. It was easy to follow his points and see how to
apply them.
Quite likely some of their suggestions won't be new to me. Either i did it and didn't know
why it worked. But I learn why it works plus new things I hadn't thought of before.
Interesting Topics: -While reading the book I came across many interesting topics like
separate the people from the problem, Focus on interests, not positions, Generate a variety of
possibilities before deciding what to do, Insist that the result be based on some objective
standard. Where perceptions are inaccurate, you can look for ways to educate. If emotions
run high, you can find ways for each person involved to let off steam. Where
misunderstanding exists, you can work to improve communication. But even if blaming is
justified, it is usually counterproductive, Look for opportunities to act inconsistently with
their perceptions, Give them a stake in the outcome by making sure they participate in the
process, Make emotions explicit and acknowledge them as legitimate, Allow the other side to
let off steam, Be specific and Concrete details not only make your description [of the
problem] credible, they add impact.
Key Learning’s: - Some of the key learning’s I got up from this book are : Focus on people, not the problem:- Try to build up the relationship, Try to
understand the point of view of the other party -- how they may feel. What are their
worries, fears, concerns, issues? And Ask and restate the other party's position to see
if you're understood their concerns (even if you disagree). This tip can be very
3. helpfully applied to discussions and disagreements with your spouse.
Focus on interests, not positions: -Write out what their interests are. It may lead to
new options
Invent options for mutual gain: -Write out options and what you think the other
side's reaction might be.
Use independent standards of fairness (policies, laws, agree upon standards) to
avoid a bitter contest of will.
Conclusion
First of all I would like to thanks the faculty for giving me opportunity by providing such
great novel as a part of our course. In this book some of their suggestions won't be new to me.
Either i did it and didn't know why it worked. But I learn why it works plus new things I
hadn't thought of before.I have used the techniques in this book to a great success many
times, in a variety of areas in my life. They are easy to use, and they work! I highly
recommend this classic text to everyone.The real-life examples tended to be business-related
or based on national-level events, but it was easy to see how each principle could be applied
in any situation.
![Introductions
This is the first book I've read on the issue of negotiation by Roger Fisher, William Ury and
Bruce Patton. The book is easy to read, and the authors use good, solid examples to illustrate
the techniques they are teaching. The end of the book, with its summary review, really pulls it
all together. The writing style is clean, clear, and simple, without being so simplistic as to
seem unbelievable.
The authors try to show readers how to remain objective in negotiations, rather than letting
their emotions take control. The speak of being "soft on people and hard on principles", the
idea of staying focussed on the problem and not attacking or blaming people. The parts I
found most useful are the notions of focussing on interests rather than positions, and finding
alternatives that will allow both parties in the negotiation to gain something. The idea of
moving away from positions to finding the common ground of shared interests is one that is
particularly useful in that it can be applied to any situation, be it a parent/child conflict, a
work situation, or any negotiation. This concept shows readers how to focus on their long
term goals rather than on being "right" and winning in the short term. "Getting to YES" is a
book about how to come to mutually-satisfactory agreements with people, from your spouse
and kids to your boss at work or even in a hostage situation. The real-life examples tended to
be business-related or based on national-level events, but it was easy to see how each
principle could be applied in any situation. It was easy to follow his points and see how to
apply them.
Quite likely some of their suggestions won't be new to me. Either i did it and didn't know
why it worked. But I learn why it works plus new things I hadn't thought of before.
Interesting Topics: -While reading the book I came across many interesting topics like
separate the people from the problem, Focus on interests, not positions, Generate a variety of
possibilities before deciding what to do, Insist that the result be based on some objective
standard. Where perceptions are inaccurate, you can look for ways to educate. If emotions
run high, you can find ways for each person involved to let off steam. Where
misunderstanding exists, you can work to improve communication. But even if blaming is
justified, it is usually counterproductive, Look for opportunities to act inconsistently with
their perceptions, Give them a stake in the outcome by making sure they participate in the
process, Make emotions explicit and acknowledge them as legitimate, Allow the other side to
let off steam, Be specific and Concrete details not only make your description [of the
problem] credible, they add impact.
Key Learning’s: - Some of the key learning’s I got up from this book are : Focus on people, not the problem:- Try to build up the relationship, Try to
understand the point of view of the other party -- how they may feel. What are their
worries, fears, concerns, issues? And Ask and restate the other party's position to see
if you're understood their concerns (even if you disagree). This tip can be very](data:image/gif;base64,R0lGODlhAQABAIAAAAAAAP///yH5BAEAAAAALAAAAAABAAEAAAIBRAA7)