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A review by tandrence
Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher
4.0
Spoilers
Key ideas:
Separate the people you are negotiating with from the issues
Understand the other person's viewpoint
Suggest proposals appealing to both sides
Acknowledge the emotions, do not dismiss as unreasonable
Genuinely listen to the other person
Focus on interests of the parties rather than their positions. Ask why they hold their position.
Focus on desired solution rather than past events
Evaluate multiple possible solutions before considering a single approach
Seek opportunities appealing to both sides
Base decisions on logic, identify guiding principles upfront
Identify best alternative to negotiated agreement so that you have baseline to fall back on
Don't counterattack other party's bad behaviour
Key ideas:
Separate the people you are negotiating with from the issues
Understand the other person's viewpoint
Suggest proposals appealing to both sides
Acknowledge the emotions, do not dismiss as unreasonable
Genuinely listen to the other person
Focus on interests of the parties rather than their positions. Ask why they hold their position.
Focus on desired solution rather than past events
Evaluate multiple possible solutions before considering a single approach
Seek opportunities appealing to both sides
Base decisions on logic, identify guiding principles upfront
Identify best alternative to negotiated agreement so that you have baseline to fall back on
Don't counterattack other party's bad behaviour