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Methods Of Negotiation By Robert Ury And William Fisher

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In everyday life, negotiation takes place—whether it is for a mundane dilemma i.e. where to have lunch to important decisions involving union leaders or business associates. Negotiation is the basic way to get what you want. And in this book, Robert Ury and William Fisher introduce the third way to negotiate. It is neither hard nor soft but rather a combination of both. This is the method of principled negotiation. It advocates to decide on the mutual benefits and if the interests of the parties are incompatible, it must be reconciled based on a criteria, or fair standards independent of the will of either side. Indeed, it is hard on the merits but soft on the people. The book, as it is aptly titled, aims to provide a practical method for…show more content…
It is only necessary to deal sensitively otherwise it turns into a ‘people problem.’ It is wherein the relationship of the parties becomes entangled with the discussion of the substantive interest, which in turn treats responses as personal attacks. Thus, one must separate people from the issues. This helps in addressing the issues without damaging the personal relationship. The authors identify three main sources of people problems. Both parties trying to understand one another’s viewpoint can solve differences in perception among parties. Each side should suggest proposals that are not only satisfactory to them but also to that of the other side. They should work together as one unit to create a proposal suitable to both parties. The more likely the parties are involved in the proposal making, the more they become amenable and supportive of the outcome. The next source is emotions. Negotiation induces stress to both parties. Thus, emotions should be kept in check. In order to do so, first, one should acknowledge such emotion exist and try to understand its source. Either party must be acceptable for the other’s expression instead of dismissing it outright. Nevertheless, symbolic gestures and sympathy is effective in diffusing strong…show more content…
Identifying the sources of people problems helps in averting its emergence. It is ideal that both parties recognize the role of one another in negotiation—as partners rather than adversaries. 2nd Principle: Interest. Focus on Interests, Not Positions Behind every position lies an interest being protected. Such is present in negotiations. The wise thing to remember that in achieving a mutually satisfactory agreement, focus must be given to the respective parties’ hidden agenda and not merely on positions itself. It may come as a surprise that both parties underneath have similar interests. However, before reconciling differing interests, a negotiator must be able to identify the underlying interests. Fisher and Ury offer a set of questions to easily identify them. Never forget to ask ‘Why?’ and ‘Why not?’ do they hold the positions they do. Imagine being in their shoes. What makes them tickle? And think and try to understand their choice. Once this is achieved, both parties must then discuss and explain their interests thoroughly. These discussions should be forward-looking—always keeping in mind the desire to achieve a solution beneficial to both of them. 3rd Principle: Options. Invent Options for Mutual
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