Getting to yes:negotiation agreement without giving in- Roger Fisher and WilliamUry Fisherand Ury through this book have explained that a good agreement is one which iswise, efficient, improves the parties’ relationships and is fair and lasting.They have developed 4 principles of negotiation to reach a good agreement- Separate the people from the problems: the authors have identified 3 sorts of people problems- first is differences of perception among parties: each party should understand the viewpoint of other party.
Second sort of problem is the Emotions- acknowledging the emotions of fear, anger or frustration can be a solution to this problem. Third problem is communication- every party should be a good listener and be open to the proposals made by the other party. Focus on interests rather than positions: the first step is to identify the parties’ interest by asking why they hold the positions that they do. Then they should discuss them together by focusing on the desired solutions. Generate a variety of options before settling on an agreement: this requires brainstorming of ideas and coming up with creative and productive solutions for the agreement Insist that the agreement be based on the objective criteria: legitimate and practical criteria should be developed based on scientific findings, professional standards and legal precedent. Gettingpast NO: negotiation with difficult people- William Ury Inthis book Ury has presented a five step strategy for negotiating with anuncooperative, intransigent opponent- a person that possesses the behaviour ofprovoking an angry response. Step1: to bring the other party aroundone needs to control their own behaviour. The best way to do keep the mentalequilibrium of self is to distance emotionally and view the situationobjectively- the phrase given by Ury for this is –”going to the balcony”.
Step2: The next step is to step on to theside of the opponent and help them regain their own mental balance by listeningto them, asking and clarifying questions and then focus on areas of agreement.Step3: reframe the positions intointerests by asking open-ended, problem solving oriented questions.Step4: break the agreement into smallerfragments of agreements and understand the others side of logic and perspectiveand not to overlook intangible interests of the other partyStep5: it complements step 4 and has waysof making it difficult for the opponent to say no to the agreement. It requiresreminding the opponent of the mutual satisfaction in the agreement for both thesides also by using by power.Urystates that the negotiation should not destroy nor dominate other party; ratherit should be based on a win-win situation satisfying both the sides.