From the library
Getting to Yes
Roger Fisher, William Ury, 1981
In one paragraph
The definitive guide to principled negotiation that teaches how to reach mutually beneficial agreements without giving in or getting tough.
Also tagged
Where this sits in the operating system
Continuous Improvement & Feedback Loops
People & Relationships
Focus & Essentialism
Key insights
Separate positions from interests. Positions conflict; interests often do not, and only interests can be traded.
Know your BATNA. Negotiating power comes from the quality of your alternative, not from conviction in the room.
Invent options before deciding among them. Judgement and generation performed simultaneously produce neither.
Recognise it early
The failure and the correction sit side by side deliberately. Read the left column asking whether any of it is already true of you.
Making problems personal and damaging relationships
Fighting over positions instead of exploring interests
Accepting zero-sum thinking without exploring options
Using pressure tactics instead of fair standards
Entering negotiations without knowing alternatives
The same idea, argued differently
Marshall Rosenberg
Frank Slootman
The full breakdown
Before you close this
Naming the specific moment you will act roughly doubles the odds you do.
Reference
- Author
- Roger Fisher, William Ury
- Published
- 1981
- Category
- Business
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