Saturday, June 30, 2018

Getting to Yes: Negotiating without Giving In

Getting to Yes presents "principled negotiation" as a negotiating strategy. Key to the strategy is a focus on interests and objective criteria rather than specific positions. Often "positional bargaining" can bring other sides to dig in and attempt to save face with their position. Instead, a principled negotiator will attempt to separate the person from the problem and acknowledge the common interests and let the solution suggest itself. Key to carrying out the negotiation is knowledge of "Best Alternative to a Negotiated Agreement". This differs from a "bottom line" in that it allows things to be adapted based on the result of negotiation. New ideas may be discovered during the process of negotiating that lead to solutions that were not intended earlier. Getting to Yes is filled with anecdotes of successful negotiating in action. Keeping your cool and resisting the urge to go into attack mode is an important part of the process. As the opposite party feels respected, they are less likely to come out with guns blazing. They can become more of a willing partner rather than an adversary. However, to succeed, they must also feel that the end result is valuable to them. If you come up with a result that is too beneficial towards you, then you may find yourself operating from a weaker standing in the future.

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