Wednesday, June 27, 2012

Getting to Yes: Negotiating Agreement Without Giving In


Getting to Yes: Negotiating Agreement Without Giving In
Robert Fisher, William Ury, and Bruce Patton

getting-to-yes-negotiating-agreement-without-giving-inThe premise of Getting to Yes is relatively simple; in essence the traditional view of negotiation (as a game of “give and take” between parties) is largely unproductive and can shatter working relationships between parties. Under this traditional view, parties are forced to choose between hardline negotiations (where you attempt to force your desired outcome) and softline negotiation (where you make extreme concessions in order to preserve the relationship). The authors offer a new outlook (referred to as “principled negotiation”) where all parties work to make objective and rational statements about their desired outcomes (including providing empirical reasoning for their desired outcome). This new approach (summarized in the Appendix) removes the oppositional/adversarial outlook of negotiation and works to find creative solutions which satisfy the needs of all parties involved.

The model proposed is easy to use. The first step involves detaching personal politics from negotiation. Through making the negotiation about the issue at hand, the authors claim that relationships are more likely to be preserved regardless of the outcome of the negotiation. A major element of removing personal politics from the negotiation is to focus on personal interest rather than a hard position. Expressing personal interest in more lucid terms rather than abbreviated and absolute terms (e.g. “I would like to be able to sell the house and have a capital gain that would allow me to put 20% on house X” rather than “I would like to get $160,000 for the house”) allows both parties to understand the interest at play and to work to explore mutually beneficial outcomes. In addition to expressing personal interests, the authors also insist that the terms of the negotiation be expressed in objective terms (i.e. when negotiating the house price an offer would be based off of the same quantitative/qualitative comparisons used in an appraisal). Instead of throwing out arbitrary figures in order to whittle a party up or down, each party must justify their request with some particular objective fact.

As the authors conclude the book, they provide a set of “Frequently Asked Questions” that they’ve received since publishing the first edition of the text. Each of the questions delve into more specific detail regarding how to employ the techniques in situations where power imbalances may be at place or one party simply refuses to negotiate.

Overall, the authors use the bulk of the text to compare and contrast traditional negotiation styles with their proposed “principled” negotiation technique.  I've included the books main headings to provide you with more of a flavor for the book.

  1. The problem
    1. Don't bargain over positions
  2. The method
    1. Separate the people from the problem
    2. Focus on interests, not positions
    3. Invent options for mutual gain
    4. Insist on using objective criteria
  3. Yes, but...
    1. What if they are more powerful?
    2. What if they won't play?
    3. What if they use dirty tricks?
  4. In conclusion
  5. Ten questions people ask

26 comments:

  1. Bổ sung sức khỏe cho trẻ chính là nhiệm vụ hàng đầu giảm cân cho người khó giảm cân , vì vậy với những sản phẩm như l'il critters fiber gummy bears , bio island dha sẽ giúp các mẹ làm được điếu này mà ít phải tốn nhiều công sức . Làm đẹp chính là một phần không thể thiếu đối với mọi phụ nữ , những sản phẩm như the great cover up ultimate concealer , love me for me flawless foundation sẽ giúp bạn có được điều mình mong muốn một cách dể dàng. Vệ sinh cho trẻ là vấn đề thường làm đau đầu nhiều bà mẹ nhưng với baby shampoo sẽ giúp các bà mẹ hoàn nhành nhanh chóng, để trị họ cho trẻ có nhiều cách nhưng dùng siro trị ho muhi là một giải pháp không hề tồi chút nào . Muốn làn da trắng sáng không quá khó như bạn nghĩ , chỉ cần oxynergy white exception serum sẽ làm chọ bạn thỏa mản mà không phải tốn quá nhiều thời gian và công sức.

    ReplyDelete
  2. I love to read this post and found this website very beneficial
    I also have Blog on Happy wheels where you enjoy Free Happy Wheels Game
    happy wheels||happywheels.in||happy wheels game||fireboy and watergirl

    ReplyDelete

  3. Are Yorkies good for first time dog owners?
    teacup yorkie for sale
    The Yorkshire terrier is a great starter dog for those who want a little lap dog. This breed is affectionate towards its owner and may even act protective around strangers.
    The Yorkie has a moderate energy level and only needs basic exercise.

    yorkie puppies for sale good for first time owners?
    yorkie puppies for sale
    It is the ideal pet for people who don't want to deal with pet fur at home or in their cars. This is the ideal pet for first time dog owners, since it trains easily and needs only moderate grooming maintenance. Yorkie poos are good with kids. It will play with them, is energetic and affectionate.

    Are Yorkie hypoallergenic? Yes
    Are Yorkie Poo good for first time owners?
    yorkie for sale
    It is the ideal pet for people who don't want to deal with pet fur at home or in their cars. This is the ideal pet for first time dog owners, since it trains easily and needs only moderate grooming maintenance. Yorkie poos are good with kids. It will play with them, is energetic and affectionate.
    teacup chihuahuas for sale

    Are Yorkie Poos good dogs?
    yorkies for sale

    https://www.newdaypuppies.com/

    ReplyDelete
  4. https://www.myppuphouse.com/
    https://www.yorkiespuppiessale.com/
    https://www.yorkiespuppiessale.com/teacup-yorkie-for-sale/
    https://www.yorkiespuppiessale.com/yorkies-puppy-for-sale/
    https://www.yorkiespuppiessale.com/yorkies-for-sale-near-me/

    ReplyDelete


  5. Are Chihuahua puppies hard to train?
    chihuahua puppies for sale
    Chihuahuas are intelligent, strong-minded dogs that like to do their own thing. This can make them stubborn, earning them a reputation for being hard to train. However, reward-based training methods do appeal to a Chihuahua and there's no reason why they can't be trained to be obedient, just as with any dog

    Chihuahuas Have Fun, Playful Personalities
    teacup chihuahuas for sale
    Though chihuahuas are loyal and affectionate with their owners, they are anything but dull and love to play! However, no two chihuahuas are the same, so if you have a friend with a chihuahua, your pet is likely to be quite different and unique

    What food is bad for Chihuahua?
    teacup chihuahua for sale
    Foods Your Chihuahua Shouldn't Eat
    Alcohol. Alcohol (ethanol) is highly toxic to dogs. ...
    Caffeine. Coffee is one of the world's most popular beverages, with roughly 83% of the United States adult population consuming it on a daily basis. ...
    Chocolate. ...
    Some Fruit Seeds, Pits and Cores. ...
    Garlic. ...
    Grapes and Raisins. ...
    Hops. ...
    Onions.
    chihuahua puppy for sale

    The easiest way to adopt a Chihuahua would be through a rescue that specializes in Chihuahuas. A great place to start would be by starting a breed search on https://www.chihuahuapuppiesforsale1.com/chihuahua-puppies-for-sale-near-me/. The search will show you all the available Chihuahuas in your area.
    chihuahua puppies for sale near me


    ReplyDelete


  6. Is a Yorkie a good family dog?
    yorkie puppies for sale
    Yorkies, like many other Toy breeds, make good pets for people; they're especially good for senior citizens, people with medical issues, and those who may worry about the size and strength of a larger dog. ... They're loving, devoted, and very affectionate: This makes them great personal companions and good family pets.

    Do Yorkshire terriers bark a lot?
    teacup yorkie for sale
    Yorkshire Terriers are little dogs with huge personalities. yorkies for sale With those huge personalities come a fierce territorial bark. Any time your phone rings, someone speaks or knocks on your door, or your doorbell chimes, your Yorkshire Terrier will likely bark. Outside noises aren't even required for barking for some Yorkies. yorkie for sale near me

    How much do Yorkshire terriers cost?
    yorkies puppy for sale
    Typical Yorkie prices range from $1,500 to $3,000, but the cost can fall far below or above that range. Prices will vary based on the puppy's lineage, appearance, health, and the breeder. It's also possible to adopt an older Yorkie for significantly less through a rescue shelter.
    https://www.yorkiespuppiessale.com/


    ReplyDelete


  7. How long does a Yorkie live? 13 – 16 years
    Are Yorkies cuddlers?
    A lover of all things comfortable, the Yorkshire terrier enjoys cuddling with loved ones and snuggling into everything soft and fluffy. And for you, their silky coat isn't too bad for petting. https://www.newdaypuppies.com/

    Adorable Teacup and Toy AKC Yorkie Puppies
    We have adorable Yorkshire Terrier puppies male and female (she is pictured with the bow).The little girl was born on and the male was born on. yorkie teacup for sale Both puppies have started potty training and have had all sets of puppy shots and deworming. They both come with AKC papers.The girl is very petite and has an adorable baby doll face. yorkies for sale near me She is a teacup and will mature to be around just lbs. She is very gentle and easy going She is the princess in our home and loves to be held.The male is full of spunk and is super playful He will mature to be lbs and would make an awesome family dog. He has a gorgeous silky coat and adorable teddy bear face.Both puppies are AKC registered and will come with a health guarantee shot record and sample puppy food. teacup yorkies for sale, teacup yorkie puppies for sale

    Adorable Teacup and Toy AKC Yorkie Puppies is a Female, Male Yorkshire Terrier Puppy for sale in US. Adorable Teacup and Toy AKC Yorkie Puppies by newdaypuppies for Female, Male Yorkshire Terrier Puppies. yorkshire terrier for sale

    ReplyDelete
  8. Is a Yorkie a good family dog?
    Yorkies, like many other Toy breeds, make good pets for people; they're especially good for senior citizens, people with medical issues, and those who may worry about the size and strength of a larger dog. ... They're loving, devoted, and very affectionate: This makes them great personal companions and good family pets.

    Do Yorkshire terriers bark a lot?
    yorkies for sale
    Yorkshire Terriers are little dogs with huge personalities. teacup yorkies for sale With those huge personalities come a fierce territorial bark. Any time your phone rings, someone speaks or knocks on your door, or your doorbell chimes, your Yorkshire Terrier will likely bark. Outside noises aren't even required for barking for some Yorkies. yorkie puppies for sale

    How much do Yorkshire terriers cost?
    yorkie for sale near me
    Typical Yorkie prices range from $1,500 to $3,000, but the cost can fall far below or above that range. Prices will vary based on the puppy's lineage, appearance, health, and the breeder. It's also possible to adopt an older Yorkie for significantly less through a rescue shelter. yorkie for sale

    ReplyDelete


  9. Are Yorkies good for first time dog owners?
    yorkshire terrier for sale
    The Yorkshire terrier is a great starter dog for those who want a little lap dog. This breed is affectionate towards its owner and may even act protective around strangers. teacup yorkie puppies for sale The Yorkie has a moderate energy level and only needs basic exercise.

    Are Yorkie Poo good for first time owners?
    tea cup yorkie puppy for sale
    It is the ideal pet for people who don't want to deal with pet fur at home or in their cars. This is the ideal pet for first time dog owners, since it trains easily and needs only moderate grooming maintenance. Yorkie poos are good with kids. It will play with them, is energetic and affectionate.

    Are Yorkie hypoallergenic? Yes
    yorkshire terrier for sale near me
    How much does a Yorkie Poo puppy cost?
    Yorkie Poo puppies range in price from $1,000 to $3,500, depending on the puppy's coloring and the breeder.

    Are Yorkie Poos good dogs?
    yorkie puppies for sale
    The Yorkipoo is a gentle and loving dog who can do well with children. He's not recommended for homes with very young children, since he can be easily injured when improperly handled. A Yorkipoo can make an excellent companion for an older, more considerate child.



    ReplyDelete


  10. Do Yorkshire Terriers bite?
    Puppies bite beginning at a very young age. They learn this behavior while still with their littermates, long before you bring your Yorkie puppy into your home. yorkshire puppies for sale If the biting can be corrected while a Yorkie is still a puppy, training works best. ... This will be very similar to when a puppy yelps in pain. teacup chihuahuas for sale

    What are Teacup Yorkies?
    Teacup Yorkie is a smaller version of the same pure breed Yorkie, also known as Toy Yorkie or Micro Yorkshire Terrier. It's a tiny dog breed at about 5 to 7 inches tall, weighing between 2 to 4 pounds. The average lifespan of the Teacup Yorkie is around 12 years. yorkie terrier for sale

    Why do they cut Yorkies tails off?
    https://www.newdaypuppies.com/teacup-yorkie-puppies-for-sale/
    The main reason that Yorkie tails are docked are for aesthetic purposes. The natural tail is long and sticks up beyond the height of the head. A docked Yorkie has a tail that sticks straight up below the level of the head, which creates clean lines when the hair is worn at show length. yorkie puppies for sale




    ReplyDelete

  11. Are Yorkies high maintenance?
    https://www.yorkiespuppiessale.com/
    The spunky Yorkshire Terrier has a lot going for him, but his beautiful coat is high-maintenance, even if clipped short. yorkie puppy for sale near me A Yorkie with a long coat requires daily brushing and weekly baths. ... Yorkies for sale near me don't shed much compared with some other dogs, but they aren't hypoallergenic.

    Are Yorkies hard to train?
    Are Yorkies easy to train? yorkie puppies for sale are not the easiest breed to train. It's not because they aren't smart; they are quite an intelligent breed. But they tend to be confident, curious, and a bit stubborn—all of which can make training more difficult.

    Are Yorkies smart?
    So, are Yorkies smart? Yorkshire Terriers are highly intelligent dogs. According to canine psychologist Stanley Coren, are “above average” intelligent dogs. yorkies puppy for sale In fact, they're ranked the 34th smartest dog breed out of 138 qualifying breeds.

    ReplyDelete
  12. https://www.chihuahuapuppiesforsale1.com/
    https://www.chihuahuapuppiesforsale1.com/chihuahua-puppies-for-sale-near-me/
    https://www.chihuahuapuppiesforsale1.com/chihuahua-for-sale/
    https://www.chihuahuapuppiesforsale1.com/chihuahua-puppies-near-me/
    https://www.chihuahuapuppiesforsale1.com/teacup-chihuahuas-for-sale/

    ReplyDelete