Getting To Yes Negotiating Agreement

The principles-based method of negotiation was developed in The Harvard Program on the Negotiation of Fisher, Ury and Patton. [6] Its aim is to reach an agreement without compromising trade relations. [7] The method is based on five sentences:[8] In this pioneering text, URY and Fisher present four principles for effective negotiations, including: the separation of people from the problem, the concentration on interests rather than positions, the creation of a variety of options before agreeing, and the insistence that the agreement is based on objective criteria. Three common obstacles to the negotiations and ways to overcome them are also discussed. The path to Yes offers a precise and gradually proven strategy for reaching mutually acceptable agreements in all conflicts – whether it`s parents and children, neighbors, bosses and employees, customers or businesses, tenants or diplomats. Based on the work of the Harvard Negotiation Project, a group that continually deals with all levels of negotiation and conflict resolution, from the inside to the international through business, Getting to Yes tells how: In negotiations, the parties must resist the urge to constantly compromise, for fear of losing the negotiations completely. Such compromises may allow for a shorter negotiation, but also leave the main party with an agreement that has not fully benefited them. The definition of a “lower line” may protect the negotiator`s final offer, but it may limit the ability to learn from the negotiations and exclude any new negotiations that could eventually result in a better benefit to all parties involved. When considering final decisions, each party can take a step backwards and consider all possible alternatives to the current offer.

An example in the book describes a house on the market: if the house was not sold, one should compare with the possibility of selling the house to make sure that the best decision is made. [8] The key text of updating and revising the problems in resolving the negotiations has helped millions of people negotiate better. One of the most important business texts of modern times is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. The “yes” path offers a proven and progressive strategy for reaching mutually acceptable agreements in all types of conflicts. Updated and thoroughly revised, it offers readers a linear, universally applicable method for negotiating personal and professional disputes without getting angry – or caught. On the contrary, they argued, bargain hunters could and should look for negotiating strategies that can help both parties get more of what they want. By listening carefully to each other, just showing up on each other and exploring added value options together, negotiators can find ways to achieve a “yes” vote that reduces the need to rely on unnecessary bargaining tactics and concessions. Participants can avoid falling into a win-lose mentality by focusing on common interests.

If the interests of the parties are different, they should look for options in which these differences can be made compatible or even complementary.