Analysis Of Getting To Yes

Getting to YES, by Roger Fisher, William Ury, and Bruce Patton, offers a step-by-step, strategy for coming to mutual and acceptable agreements in every sort of conflict regardless who is involved. Their proposition in the book is that rather than being either hard on the people and the problem, or soft on people and problem, negotiators should be soft on the people and hard on the problem. They call this approach “principled negotiation.” The principled negotiations method can be used in nearly any negotiation. Issues are decided upon by their assets and the goal is a win-win for both sides. The four steps of a principled negotiation that I am going to clarify are: “Separate the people from the problem”, “Focus on interests, not positions”, “Invent options for mutual gain”, and “Insist on using objective criteria”, and more about “Yes, but…”.

Discussing the four principled negotiations is important for agreements to be settled. Separating people from the problem is sometimes hard to do at first. Getting to Yes outlines a number of resources for dealing with human complications of perception, emotion and communication. However, the authors stress that eluding problems is the best option. The keys to prevention are: “building a working relationship” and “facing the problem, not the people.” The better we know someone, the easier it is to face a negotiation together. We tend to view people we don’t know with more suspicion. Think of the negotiation as a means to solving a problem and the people on the other side as partners helping to find a solution. Ideally, both parties will come out of a negotiation feeling they have a fair agreement from which both sides can profit. If the negotiation feels like a situation of you vs. them, th...

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...nd helps with any circumstance that requires negotiation. You can encounter a negotiation problem in a court room, a business, a fuse between friends, or even at a garage sale, anywhere is possible.

Fisher and Ury had information about answers for all types of negotiating. Look out for dirty tricksters, when people won’t use negotiation, and the other party having more power than you in the matter. The four steps of a principled negotiation: separate the people from the problem, focus on interests, not positions, invent options for mutual gain, and insist on using objective criteria are really helpful to resolve an issue and to find a common settlement. The principled negotiations method can be used in nearly any negotiation. Issues are decided upon by their assets and the goal is a win-win for both sides. In Getting to YES, The authors teach everybody how to win.