Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher and William Ury :: essays research papers

Getting to Yes Negotiating Agreement Without Giving In by Roger Fisher and William UryIn this classic text, Fisher and Ury describe their quartette principles for effective negotiation. They also describe three common obstacles to negotiation and discuss ways to overcome those obstacles.Fisher and Ury explain that a undecomposed agreement is virtuoso which is wise and efficient, and which improves the parties relationship. Wise agreements satisfy the parties interests and are fair and lasting. The authors goal is to develop a method for reaching comfortably agreements. Negotiations often take the form of positional bargaining. In positional bargaining each part opens with their position on an issue. The parties then bargain from their separate opening positions to agree on one position. bargain over a price is a typical example of positional bargaining. Fisher and Ury argue that positional bargaining does not tilt to produce good agreements. It is an inefficient means of reaching agreements, and the agreements tend to neglect the parties interests. It encourages stubbornness and so tends to harm the parties relationship. Principled negotiation provides a better way of reaching good agreements. Fisher and Ury develop quadruple principles of negotiation. Their process of principled negotiation can be used effectively on almost any type of dispute. Their four principles are 1) separate the large number from the problem 2) focus on interests rather than positions 3) generate a variety of options before settling on an agreement and 4) take a firm stand that the agreement be based on objective criteria. p. 11These principles should be observed at each stage of the negotiation process. The process begins with the analysis of the situation or problem, of the other parties interests and perceptions, and of the existing options. The next stage is to plan ways of responding to the situation and the other parties. Finally, the parties discuss the problem trying to f ind a solution on which they can agree. Separating People and IssuesFisher and Urys first principle is to separate the people from the issues. People tend to become personally involved with the issues and with their sides positions. And so they will tend to take responses to those issues and positions as personal attacks. Separating the people from the issues allows the parties to address the issues without damaging their relationship. It also helps them to get a clearer view of the substantive problem. The authors identify three basic sorts of people problems. First are differences on perception among the parties.