Summary of Getting to Yes: by Roger Fisher, William Ury, and Bruce Patton | Includes Analysis

By . IRB Media

Inside this Instaread Summary of Getting to Yes

· Overview of the book

· Important People

· Key Takeaways

· Analysis of Key Takeaways

• Language: English
• Publisher: IRB Media
• Release date: Mar 13, 2016
• ISBN: 9781945048180

. IRB Media

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Book preview

Overview

Getting to Yes by Roger Fisher, William Ury, and Bruce Patton is a guide to using principled negotiation techniques, rather than positional bargaining that makes for less successful negotiations. Positional bargaining occurs when two people argue over a particular concession, usually reaching an arbitrary compromise. In those instances, the agreement usually does not address the interests of both negotiators. Principled negotiations find more creative, wise outcomes to conflicts.

The four points of principled negotiation are to distinguish the people from the problem, to focus on interests behind positions, to invent creative options that provide mutual gains, and to support positions with objective criteria.

The four points apply also to circumstances where the negotiators are not equally powerful, or where a negotiator attempts to use dishonest strategies to gain an advantage. In these cases, it is advantageous to determine the best alternative to a negotiated agreement, which also helps in the determination of the point at which a negotiated agreement would not be worth reaching. Another strategy is to consult with a third party and agree with the other negotiator to negotiate using a single document, rather than having two documents that represent opposite positions. The points can also be used to negotiate the terms of the negotiation and the people