Learn the key ideas of the book by William Ury , Roger Fisher

Getting to Yes

How to negotiate effectively

Getting to Yes is a very useful exposé of the art of negotiation. Thanks to the techniques illustrated by Roger Fisher and William Ury, it is possible to understand how to conclude a negotiation with a friendly yes, and to satisfy the expectations of both parties. Rather than a negotiation of position in which there ends up being a winner and a loser, we learn about a negotiation of principle, which focuses on the problem to be solved, rather than the parties involved. This type of negotiation looks for common interests to diffuse the tension, and allow the parties to work together towards a happy outcome, in which they both win. The techniques can be learned and its positive effects are guaranteed. 

Getting to Yes
Read in 14 min.
Listen in 18 min.

Many useful tips to:

  • Discover the secrets of effective negotiation.
  • Find out how to approach complex situations with minimum effort.
  • Understand the difference between negotiating issues of principal and issues of position.
  • Improve your ability to communicate in different situations.

The author of the book:

William Ury (1953) is an American writer and academic. Co-founder of Harvard Program on Negotiation, he also helped found the International Negotiation Network with former president Jimmy Carter. Ury has a degree from both Yale and Harvard and has assisted in a number of complex negotiations around the world as a mediator and advisor. He also wrote the best-selling book Getting Past No: Negotiating with Difficult People.

Roger Fisher (1922-2012) was a Professor Emeritus at Harvard Law School and founder of the Harvard Negotiation Project. After serving in World War II with the U.S Army Air Force, Fisher worked on the Marshall Plan in Paris and then in the Justice Department in Washington, following which he returned to Harvard Law School and became a professor. He wrote several books, including Beyond Reason: Using Emotions as You Negotiate, and was a consultant on the hit television series, The Advocates.

IDEA CHIAVE 1/7

The challenging art of negotiation

For one reason or another, we are often called to negotiate, even when we don’t realise it. In fact, negotiation does not necessarily involve doing big deals such as taking over a company, or buying a house or car, it can also include dealing with small family matters.

The problem is that in most cases, negotiations fail because mistakes are made that undermine the outcome of the dispute. For example, when two people are trying to find a solution to a problem, it is a mistake to stand your ground. If one person sees white and the other sees black, it will be very difficult for them to reach an agreement, and even if they do, they will come up with grey, which would still be a compromise. The classic mistake is to have two people playing opposite roles: a good person who “gives in” and an aggressive one who “demands”. Neither of them will be happy with the end result. The person who wins might lose the respect or friendship of the person who lost to him, and the person who loses will feel belittled. It might have even been a real war, made up of clashes and spite, a push and pull where those who prefer a softer line had to give in to avoid further repercussions, and the side that takes a harder line exacerbated the conflict. And you see, even if this is the most common way to negotiate, it is still the least effective. This type of negotiation is called negotiation of position, which involves sticking steadfastly to a different point of view and way of looking at things.

Luckily however, negotiations don’t always go this way. It is possible to reach an agreement and also avoid conflict. This kind of result is one that comes from the real art of negotiation.

  

The key ideas of "Getting to Yes"

01.
The challenging art of negotiation
02.
The adoption of a specific method allows us to end attrition and reach a solution that suits everyone
03.
To successfully complete a negotiation it is good to first know yourself well, before you get to know your opponent
04.
Understanding BATNA (Best Alternative to a Negotiated Agreement)
05.
To learn the art of effective negotiation it takes patience, but it can be learned
06.
Quotes
07.
Take-home message
 
 
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