Getting to Yes! Book Report Essay

Gina Blair and Daniel Trent cooperate and collaborate to achieve a common objective throughout their negotiation. A cooperative negotiation style is demonstrated as they combine their points of view regarding their clients concerns with outcomes to effectively solve the issues raised. The main focus of the negotiation is to reach an agreement rather than a continuous dispute. Accordingly, the conflicting objectives were resolved by compromises and solutions but forward by both Gina and Daniel. The negotiation style used between Gina and Daniel is described as principled negotiation where both parties jointly attack the problems arising to achieve a compromise.

Negotiations are something that everyone experiences and does at some level. Even if informal, people negotiate and barter using what they have to offer to get what they want all of the time. However, there are times in life where the negotiations are much more serious and the stakes a lot higher. Whether official or unofficial, there are negotiation tactics and conditions that should be watched out for because they are a sign of potential problems.

Once both sides have established a clear agenda and talking points now the can start the negotiation process. Each side will begin their arguments or persuasion points with each side taking turns listening before objecting the opposing side’s talking points. A good negotiator of any contract will or should poses one major important factor and that is confidence. Confidence is key to having a good chance of winning what you want in a negotiation. According to Oliver, D, How to Negotiate Effectively, (2011), Confidence is a key. “If you lose your own confidence, the counterpart will intuitively pick that up, and you will end the negotiation in a much weaker position than you need to. Tactics therefore need to be clear before you go into the negotiation. If

It is a complex social process which already becomes part and parcel of our society.

Having a mediator present ultimately helps the parties stay on track toward a positive agreement where both parties interests are met.

Whether or not we are aware of it, each of us is faced with an abundance of conflict each and every day. From the division of chores within a household, to asking one's boss for a raise, we've all learned the basic skills of negotiation. A national bestseller, Getting to Yes, introduces the method of principled negotiation, a form of alternative dispute resolutions as opposed to the common method of positional bargaining. Within the book, four basic elements of principled negotiation are stressed; separate the people from the problem, focus on interests instead of positions, invest options for mutual gain, and insist on using objective criteria. Following this section of the book are suggestions for problems that may occur and finally a

Since people normally become hard headed on their sides position, causing them to take responses to their issues as personal attacks. That’s why “separating the people from the issues” helps the two sides come to an agreement without damaging their relationship. They identify the three types of people problems. The first type is differences on perception among the parties, because most conflicts are based on opposing facts it’s important that both sides understand the other’s point of view. The second cause is emotions, in long frustrating negotiations individuals often react with anger or fear when their position is endanger. In order to deal with this each side needs to acknowledge the opposing sides emotions, ignoring the other sides feelings could cause the situation to be worse. Communication is the final source of people’s problems, since most of the time parties could be listening to one another or planning out the response. Employing active listening is an example on how to fix this problem, by providing the individual your full attention and providing brief summarizes of what’s been discussed. The most effective way of dealing with people problems is to prevent them from happening. This is because once they arise the relationship between the two groups starts to dissolve. These problems are less likely to occur if the parties actively think about the three people problems and how to over come

Whether it is at work, church or in our private relationships, negotiations are a necessary tool for reaching an agreement. They are made by discussing each parties point of view with the aim being to reach an agreement that is mutually beneficial. For the most part, negotiation is the process by which those people involved successfully adopt or abandon their respective position through the use of positional bargaining. There are different types of approaches for the negotiation process - some hard and others soft in their manner of approach. The desired outcome of

Contract negotiations can be time consuming, complex and risky, and require throrough preparation as well as the skillful use of negotiation strategies and tactics to achieve a successful outcome. In this paper, I will present an case study analysis where one party believed they were entering into a collaborative negotiation process. They were overconfident and ill prepared and did not manage the adroit negotiation tactics the other party employed. They made numerous concessions over a two year process and were left in a risky position without a signed contract.

Roger Fisher and William Ury’s book, Getting to Yes, proposes a variety of negotiation strategies and tools. The authors break their method down into four procedures and demonstrate them in common negotiation scenarios. They encourage readers to break away from the two extremes of soft and hard bargaining to seek a third approach. They call the third approach “principled negotiation” or “negotiation on the merits”. I submit that the procedures proposed in Getting to Yes alternatively break down to two simplistic themes, “Emotional Chess” and “Looking Behind the Curtain,” which are broadly applicable in contemporary negotiation. Additionally, I submit that within the authors’ procedures are four tactics which vary in applicability

In many interactions throughout life, there comes the need to negotiate. Negotiation comes in many forms and fashions. Often when there is an issue, when there is a purchase, when a person has a need, when we have a want and many other instances can require the use of negotiation to achieve the desired outcome. In the world of business, negotiations are a staple of every interaction. Depending on the situation, the direction of a negotiation can often lead in different directions. In this paper, two negotiation articles that describe a negotiation setting employing different negotiation strategies will be described. The two

Getting to Yes is about improving your negotiation skills. First, it goes through the disadvantages of the classic positional negotiating tactic that involves taking a stance and slowly reaching an agreement after each party makes multiple concessions often ending with less than anyone wants and a poor relationship between parties. After that, it discusses principled negotiation which, in short, is focused on separating the people from the problem, focusing on the interests of the parties and not their positions, inventing multiple options that look for mutual gains through brainstorming activities, and basing the end result on objective standards. This is the bulk of the book and there are many examples ranging from

The Negotiating Essentials CD provided a lot of good information. A lot of that information is very useful. I only wish I had known many of these lessons months ago. The first thing that stood out for me was to develop a reputation for reliability and trustworthiness. A person’s reputation is very important. The CD from negotiating CD (2009) essentials says, “The most effective negotiations are built on trust. Trust formed through one phase of negotiation pays dividends in the next.” Integrity is something people should treasure. As parties enter in negotiations, it is best to treat the opponent with dignity and respect. It is important to never compromise your integrity. This means that when negotiating, you will never lie, or be sarcastic, aggressive, or threatening. A man’s word is sacred. You always keep promises that you make and most importantly, of you cannot deliver something do not say that you can. People and business will do work with you depending on the reputation that you hold. A negative impact will hinder others from doing work with you.

After reading the book Getting to Yes by Roger Fisher and William Ury, Getting past No is like a sequel, where the author tries to address the basic concern that each one of us faces while negotiating, the problem of other side being stubborn on a “NO” and not ready to negotiate when we are trying to adopt a principled negotiation approach.

The parties should try to step back and put themselves in the other 's shoes. The more that the parties are involved in the process, the more likely they are to be involved in and to support the outcome. Emotions are a second source of people problems. Negotiation can be a frustrating process. People often react with fear or anger when they feel that their interests are threatened. The first step in dealing with emotions is to acknowledge them, and to try to understand their source. The parties must acknowledge the fact that certain emotions are present, even when they don 't see those feelings as reasonable. The parties must allow the other side to express their emotions. They must not react emotionally to emotional outbursts. Symbolic gestures such as apologies or an expression of sympathy can help to defuse strong emotions.