Getting to Yes Essay

Dr. Margaret Neale, Professor of Organizational Behavior, Stanford University Graduate School of Business, the narrator and instructor, describes the objective of the video. She drives us though the process and gives us tips, recommendations, common errors and many explanations about what is happening during the negotiation.” (Video Media Group of the Stanford Alumni Association, 1997)

In this course, I have learned that it is possible to dramatically improve my ability to negotiate. I can improve my monetary returns and feel better about myself and the people with whom I deal. I also learned that there are several ways to test my intuition and approach. The course provided me with an opportunity to assess my “instinctive” bargaining style and provides suggestions for how to further develop my bargaining abilities. The negotiation exercises were a good way to cement several of the concepts from the book and lecture and gave me several opportunities to get to know my classmate more and test some new insights with them.

“Successful negotiation is not about getting to ‘yes’; it’s about mastering ‘no’ and understanding the path to an agreement is” (Christopher Voss). During the negotiation process, there are a lot of moving parts and personalities. In addition, hurt feelings can all too often get in the way. The bottom line of any negotiation is to reach a settlement that will mutually benefit both parties. It’s a challenging situation by which compromise or agreement is reached while attempting to avoid arguments and disputes.

Neither party should enter the negotiation in a head-on confrontational manner. Both parties should allow the other to be open in their communication, listens carefully to each other’s position and interests, and summarize what is said to clarify understanding. Once both parties have expressed their needs, they must seek alignment.

In Chapter 7 of the book Getting More, I have realized that all companies no matter how large will have disagreements. A young man named Eric realized what was going wrong inside his company was that of lack of communication. Understanding that clear communication is a valid and one of the most important tools to any negation. As Mr. Diamond says" The best negotiators are problem-solvers." The knowledge of what the issue is and keeping a physical list can help those accomplish their goals by following simple steps. I prefer to have organization and maintaining a step by step plan would assist in maintain the upper hand in negotiation and stay focus.

Should cause other party to re-evaluate their opening offer and move closer to or beyond their resistance point

I fully agree with your post. I like how you stated that despite even though each party may not get all the things they want and request however, being willing to compromise is what is important to good-faith bargaining. Essentially, good-faith bargaining commonly refers to the duty of the parties to meet and negotiate at reasonable times with willingness to reach an agreement on matters within the range of representation; however, neither party is required to cop out or agree to any proposal.

Consequently, negotiation is a process that can be approached in many ways. No matter what strategy we choose, success lies in how well we prepared. The key to negotiating a beneficial outcome is the negotiators’ ability to consider all the elements of the situation carefully and to identify and think through the options. At the same time, negotiators must be able to keep events in perspective and be as fair and honest as circumstance allows. Because a common ground or interest has brought the parties to the negotiating table, a negotiator can benefit by trying to capitalize on this common

Ury (1993, pp. 11 – 136) presents a breakthrough strategy that to overcome the tactics used by the difficult negotiator and reach a settlement on mutually acceptable terms. He argues that the key is to understand why the possibility of reaching an interest-based outcome. The five steps of breakthrough negotiation8 are 1) Don't React: Go to the Balcony, 2) Don't Argue: Step to Their Side, 3) Don't Reject: Reframe, 4) Don't Push: Build Them a Golden Bridge, and 5) Don't Escalate: Use Power to Educate.

4. Search for value in difference of both sides. Multiple perspectives can lead to constructive agreements.

I chose to analyze Getting to Yes: Negotiating Agreement Without Giving In written by Roger Fisher, William L. Ury, and Bruce Patton with a mediation perspective to tie similarities from the book to dispute 400. Getting to Yes: Negotiating Agreement Without Giving In is a great book that educates and guides readers to take a positive, realistic, and attainable approach towards negotiation and resolving disputes. Fisher, Ury, and Patton have developed a catalog of four methods that are recommended for solving any type of falling-out between a party of two or more. The first methodological aspect that was discussed was being able to separate the people from the problem.

Whether or not we are aware of it, each of us is faced with an abundance of conflict each and every day. From the division of chores within a household, to asking one's boss for a raise, we've all learned the basic skills of negotiation. A national bestseller, Getting to Yes, introduces the method of principled negotiation, a form of alternative dispute resolutions as opposed to the common method of positional bargaining. Within the book, four basic elements of principled negotiation are stressed; separate the people from the problem, focus on interests instead of positions, invest options for mutual gain, and insist on using objective criteria. Following this section of the book are suggestions for problems that may occur and finally a

Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William Ury, and Bruce Patton was created to educate readers how to become better at analyzing and approaching negotiations as well as become better negotiators. When approaching a negotiation the four principles that should be looked at are: People, Interests, Options, and Criteria. It is encouraged that all four of these principles be used before, during, and after a negotiation. Analysis, planning, and discussion are considered the three phases of the negotiation process.

After reading the book Getting to Yes by Roger Fisher and William Ury, Getting past No is like a sequel, where the author tries to address the basic concern that each one of us faces while negotiating, the problem of other side being stubborn on a “NO” and not ready to negotiate when we are trying to adopt a principled negotiation approach.

Another lesson I learned during these negotiations is that things are not always as they seem. There are always multiple sides, meaning that there are multiple perspectives and