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Getting to Yes: Negotiating Agreement Without Giving In Hardcover – April 30, 1992
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Top Customer Reviews
Number of stories - in Getting to Yes, the authors do not offer enough stories to burn the concepts into the reader's mind. I personally think stories are the best way to communicate something like negotiating.
Actual psychological concepts explained - Getting to Yes is a summary of findings, and it never explains why certain things work. Without a deep understanding, it is not clear when the concepts work and when they don't. Especially in Influence, you really get to understand how to persuade someone by remembering the core psych concepts.
If you are just looking for a quick intro to negotiating, this is a decent book. If you would like to actually understand people and how to influence them, this is too basic.
The book is on principled negotiation, which is essentially negotiation on merits. The aim is to reach a wise agreement, defined as meeting the legitimate interests of all parties to the extent possible, resolving conflicting interests fairly, and ensuring the agreement is durable and takes community interests in account.
The factors of principled negotiation include:
PEOPLE: separting people from the issues/problems.
INTERESTS: focus on them, particularly mutual interests, and not on "positions." E.g., the expression of "you are in no position to negotiation" is absolutely absurd. One, it is an assumption unless the person stating that carefully prepared. Two, it can generally only hurt the person stating that, generating hostility and conflict. A principled negotiator probes interests, raises questions. The question, then, is "what are your interests in this deal?" and "Why do you suppose that is a fair proposal?"
PLANNING: a skilled negotiator will gather, organize, and weigh all information carefully relating to a negotiation. If there is one concept I could share with you, it is "prepare."
CRITERIA: prior to reaching an agreement, the parties should agree to using objective criteria to measure an agreement; these include market value, precedent, and so forth.
OPTIONS: generate a variety of options to reach an agreement.Read more ›
Actually I didn't read through the whole book. Yet I did capture the key point of the book - 'Don't bargain over positions'. Then I used this principle-based negotiation in real life. For instance, when I am facing a challenge from my partner on my proposal, I won't fight back directly. I will first seek for the mutual interest, a common ground. Then I'll explain why I think my proposal can help achieve the mutual interest. Then I ask the opposing partner what he/she think and whether he/she wants to share any better proposal to achieve this mutual interest. If my/mutual interest can be satisfied, yet my partner has a better way to do it, then why not change my own proposal? I tried this approach several times and they all worked out pretty well. Most of the times I successfully convinced my partner without damaging relationship. A few times I changed my position yet I was still happy because I still had my interest satisfied.
Net, this book is really useful and recommend to BUY for everyone.
Most Recent Customer Reviews
Great book! I had the book in a doctoral class and I am using as text in my new conflict skills resolution class.Published 8 days ago by lakeland
Very obvious stuff for a kinder garden level. Nothing useful at all. Don't waste your time. I don't know why it has positive reviews, but it is absolutely miserable. Read morePublished 14 days ago by aworldofbooks
This book is no step-by-step guide, but there are some good concepts in here that helped me with my negotiations immediately.Published 2 months ago by Adam