Getting to Yes: Negotiating Agreement Without Giving In | Roger Fisher, William Ury, ...

Getting to Yes: Negotiating Agreement Without Giving In | Roger Fisher, William Ury, ... | Don't cower to power!

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Getting to Yes: Ne...

	Getting to Yes: Negotiating Agreement Without Giving In Roger Fisher, William Ury, ... Penguin (Non-Classics), 1991 - 224 pages average customer review:based on 153 reviews view larger image
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highly recommended

The ultimate negotiator

"Getting to Yes: Negotiating Agreement Without Giving In"
by Roger Fisher, Bruce M. Patton, William L. Ury

"Getting to Yes" is the benchmark by which all other books on negotiating should be judged. Authors Fisher, Patton and Ury have penned a book that has become a classic in its class as their negotiating principles have been used and quoted again and again the world over.

"Getting to Yes" is quite deceptive at first - it seems a little light weight as it is so easy to read. In fact one could read it from cover to cover in half a day quite easily. Yet, the four principles outlined in their negotiating method whilst simple in nature are comprehensive and effective. This is one of the first books on negotiating to break away from the "hard v's soft" negotiating paradigm by introducing "principled" negotiating - ie. negotiating on the basis of both party's needs, not positions. Fisher et al, also cover very well the "What if" situations where the other party maybe more powerful, uses dirty tricks or won't play the game.

This book should be essential reading for everyone who has to negotiate with someone else over reaching a decision - and isn't that all of us?

Bob Selden, author of What To Do When You Become The Boss: How new managers become successful managers

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Don't cower to power!

Fisher & Ury's book, Getting to Yes focuses on integrative bargaining and mutual gains bargaining--a positive correlation between goal attainment of the parties, wherein many people achieve their goals and objectives.

I read this book while in a graduate course in Bargaining and Negotiation, in the pursuit that I will work as an administrator in college student services. As college student personnel, we will be in negotiations, whether or not we think we will be. Often, encountering power and exhibiting it. In Getting to Yes, power is addressed and helps those in positions of leadership by leading from a point of collaboration. First, it offers tips on how to increase personal power--by first, setting out optimistically as you mentally prepare to negotiate. Second, by developing a good working relationship with those with whom you are bargaining gives power to both parties. Establishing good communication, listening to the other side, and showing that you have heard are all ways to increase mutual gains bargaining in Getting to Yes. Also important, having a better alternative and being positive about it as a solution can impact interests in bargaining and negotiation. As you move forward in an attempt to come to agreement, listening to and understanding others' interests bears relevant in achieving your best gain through bargaining and negotiation. It is common sense that clear, direct, thoughtful communication is the key to success (and personal empowerment, more than power) with integrative/mutual gains bargaining.

Just in speaking practically, in how this book will benefit us in our future career pursuits, we'll often be salaried positions, rarely in collective bargaining units, so our right to negotiate salary and benefits will be within our grasp. Getting to Yes focuses on empowering individuals to ask for what they are entitled to, and to bravely face negotiation situations, knowing that they can reach arbitrary decisions fairly and amicably while achieving maximum results and agreement for both parties. If the focus remains optimistically on creating the best alternative with the goal to seek closure in the negotiation, then both sides may get to the heart of each other's motivations to reach a settlement without force or wielding power plays. And as student affairs professionals, charged with budgetary restraints, of course, being aware of your limits and bottom line will help keep you measured in the negotiation process too.

In Getting to Yes, they talk about collaborative bargaining, but yet, there are those (often women) who cower to power and accept soft negotiated terms, for the sake of maintaining amicable relations but then may leave negotiations feeling embittered and powerless, Fisher & Ury set up their method in an accessible, replicable format that helps people get to yes feeling principled in their endeavor.

As it is inevitable that we will be in positions of leadership or management seeking negotiation, conflicts may emerge and we will want to present positive leadership attributes even as we are weathering conflict.

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One of the best books I have ever read on negotiation.

If you want to improve your negoation skills, this book is is one of the best.

Simple negotiation tips for Win-Win outcomes

If you have been wondering where to start, to develop skills on negotiations, this is a nice book to read.

The authors bring out the merits of the principled negotiations over the traditional hard/soft negotiation techniques. The book recommends to focus on the people, their interests, available options and the standards in any negotiation. I liked the BATNA (Best Alternative To Negotiated Agreement) concept which can be applied to many real life negotiation situations.

The content is short & sweet. This book is focussed on principled negotiations and doesn't deal with all the negotiation paradigms. I would consider this as a primer for negotiations. At the end, there are a few techniques suggested to handle people who play dirty tricks.

You cannot learn to swim by reading a book. Similarly, you cannot be a negotiation expert overnight by just reading this book. You should perpetually apply the ideas.

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