April 03 2024 at 10:00AM
The review: Getting to yes – Negotiating an agreement without giving in
Getting to Yes - Negotiating an agreement without giving it
Roger Fisher & William Ury
"Like it or not, you are a negotiator… "starts this must-read book for Project Managers…and everyone else. Because we all do it: at work, at home, with suppliers, with our partner, consciously or thoughtlessly…negotiating is the human identity, and this book offers a structured approach to our natural habit.
The book's starting point is that every negotiating method should produce a wise agreement, be efficient, and not damage the relationship between parties. In contrast with the popular approach of bargaining positions, when parties start with conflicting requests and give up some of them until they find a common point, Getting to Yes proposes the so-called negotiation based on merits. This framework relies on four elements: separate the people from the problem, focus on interest, not on positions, invent options for mutual gains, and insist that the result is based on some objective standard.
The first part of the book is dedicated to illustrating these four principles, and in the second half, the authors answer some fundamental questions, such as when it makes sense not to negotiate or how to adjust my style based on the other parties
' preferences.
Since its publication in the late 1960s, this book has become a reference for those who want to improve their negotiation skills. Due to its simplicity, it is an excellent introductory text to the art of negotiation, but practice makes the master.
Please enjoy it!
Getting to yes ISBN-13 978-0143118756 240 pgs
Getting to yes (Dutch edition) ISBN-13 978-9047016854 240 pgs
Roger D. Fisher (1922-2012) was Samuel Williston's professor of law at Harvard Law School and director of the negotiation project. Fisher served in World War II and, after returning, worked for several companies mediating international conflicts. In 1958, he became a professor at Harvard Law School and, in 1979, led the negotiation project. Fisher taught many courses about conflict resolution and international negotiation and has extensively written about the topic, having published over 10 books.
William Ury is an American author, academic, anthropologist, and expert negotiator. He co-led the negotiation project at Harvard University with Roger D Fisher. He also worked for the US government under the Carter administration, helping to found the international negotiation network.
