Summary of Getting to Yes Book by Roger Fisher, William Ury, and Bruce Patton
4.6 . 8670 reviews
Short summary
Some people believe that negotiations are not for the faint-hearted, and only those who can exercise their willpower can get a favorable outcome. This summary, on the other hand, encapsulates a more factual reality: everyone can negotiate effectively, if they know the right framework to utilize. Since we engage in one form of negotiation or the other every day, there is no reason why you should not improve your bargaining skills.
Roger Fisher is a Professor of Law Emeritus and Director of the Harvard Negotiation Project. His work with American author and expert negotiator William Ury and Bruce Patton, who is also a negotiator, has been employed by many people worldwide.
“People tend to think that those who understand them are intelligent and sympathetic people whose own opinions may be worth listening to. So if you want the other side to appreciate your interests, begin by demonstrating that you appreciate theirs.” ~ Roger Fisher et al.
The idea of negotiation has been widely misconstrued
Listen the first key point
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Negotiation is a concept that is almost impossible to avoid in our daily lives. It is needed to get the best bargains, and we negotiate to get an improved paycheck. Negotiations also occur when we want other people to see things from our perspective. Although we have engaged in the art of negotiating since we were kids, very few have discovered the right strategy to ensure that negotiations generate wise agreements.
A wise agreement is an agreement that benefits the interests of each party to any extent possible. This will solve conflicts in a fair way, ensuring that the interests of the community are taken into account. Of course, it’s often the case that people with a problem such as this rarely reach a fair agreement and the argument continues. Therefore, it’s vital that we look carefully at any issues that could lead to unfair or uneven negotiations.
We're fascinated by the words — but where we meet is in the silence behind them. ~ Ram Dass
More so, there is a lingering misconception that effective negotiators are those who know how to stall, until the opposing party tires and gives in. In addition to this, many assume that in order to get your own way, you need to push your own opinions firmly. Of course, both options may succeed for a short amount of time but when you push your views onto others, over time this leads to relationship problems and resentment.
Negotiations are essential because they are crucial to us getting what we want.
It is not surprising that the demand for tactical negotiation frameworks has increased exponentially, as both the business and social world have slowly moved from a hierarchical system to a networking model. Therefore, we are seeing a revolution of sorts that only the equipped will thrive in. Having said that, it is imperative that nations, companies, communities, and individuals find a balance between hard bargaining and soft positioning, which the next chapter will explore at length.
Negotiations require wit, focus, and finding a level-playing field to initiate a successful bargain. Good negotiators understand the techniques required, and why it's essential to study the other party very well. Continue through the next chapters to understand these techniques and how they can change your life.
second key point
If you’re trying to sell an idea, neither hard positional bargaining nor soft positional bargaining is effective
When negotiating, it’s often the case that each person will choose a standpoint. Then, they will put forward their case, aiming to push the other person into agreeing with them, or abandoning their view. This strategy often causes people to act in extreme ways to try and gain the upperhand.
This book offers a practical guide to effective negotiation techniques, emphasizing the importance of collaboration and mutual understanding. It provides strategies for reaching mutually beneficial agreements without compromising one's interests or resorting to adversarial tactics. Drawing on real-life examples and research, the authors present a step-by-step approach to negotiation that can be applied in various personal and professional contexts. With its focus on principled negotiation, this book aims to empower individuals to achieve successful outcomes while maintaining positive relationships.
Who should read Getting to Yes
Business professionals seeking to improve their negotiation skills.
Lawyers and legal professionals looking for effective negotiation strategies.
Individuals interested in resolving conflicts and reaching mutually beneficial agreements.
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Do you find yourself staring at your computer for long minutes, unaware of time slipping by? Do you enter a room and suddenly cannot remember why you stepped in the first place? Is it a herculean task for you to sit through ten pages of a book without reaching for your phone? If yes, your focus needs some work and fast.
Actually, yours is not a unique situation. Many adults like you have issues concentrating on a given task. However, in this fast-paced world of ours, you can’t afford to be not focused at all times. Thankfully, this article comes to your rescue! With the tips and tricks from Hyperfocus by Chris Bailey, you will get in the top percent of folks who have mastered the art of concentration.