In every negotiation, there will be conflicting interests and it is not always easy to reconcile differences, especially under pressure. Rather than relying on a battle of wills or subjective opinions, you insist on using fair and objective criteria to evaluate options together. In the summary “Book/ Making the Full Issue,” we discuss how we can develop objective criteria and use them in 3 parts during negotiations. To protect yourself, develop and know your BATNA: better alternative to a negotiated agreement. “The reason you negotiate is to produce better than the results you can achieve without negotiation.” The result you can achieve without negotiating is your BATNA. The fifth principle – “Know your BATNA” emphasizes that no method can guarantee success if all the lever is on the other side.  The authors propose two methods for negotiating outside a position of power. First, each party should protect itself first. Second, each party should make the most of power within its own fortune to negotiate and win against the other side.
Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William Ury and Bruce Patton is a negotiating guide with a method developed in the Harvard Negotiation Project, which is called principled negotiation. The principled trading method can be used in virtually any negotiation. The issues are resolved on their merits and the objective is a win-win situation for both parties. Below is a summary of some of the book`s main concepts. The four steps of a negotiation true to the principles are: Get a copy of the book for all the details, get our Get To Yes summary pack for an overview of the different ideas and tips!. We now give an overview of the 4 principles. Get all the details from the book or our full 14-part summary. The four-point steps that define the Fisher and Ury methods offer a new and new approach to negotiation in our rapidly changing and ever-changing business climate. Their methodology is the opposite of the fixed network mentality, which is still far superior to our negotiating culture. In the event of a conflict, people often simply share the cake or the middle ground.
In the full book/summary, we explain 4 main obstacles in the negotiations and the 4 remedies to overcome them, namely: (i) Brainstorm, so decide (so that you enter into negotiations with creative options), (ii) Expand your options (so that you are not fixed on a single “best” solution), (iii) grow the cake and look for ways for both parties to take advantage of the agreement, and (iv) make it easy to say “yes” to the other party (by presenting your proposal in a way that seems fair, legitimate and oriented with its interests). Good negotiations should be effective, consensual and achieve a solid outcome. Unfortunately, most people use position negotiations, that is,.