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Getting to Yes : How to Negotiate Agreement Without Giving in (AUDIO CASSETTE) | |||||||
 
| 80% Recommended by our customers. Publisher: Sound Ideas Catalog: Book Release date: 1987-01-01 Media: Audio Cassette Format: Abridged, Audiobook Ean: 9780671634063 Book Isbn: 0671634062  Tip: compare prices with similar booksAuthor:
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Written on January 7, 2008 Summary: Getting to Yes An very good book detailing steps to take to effectively use interest-based bargaining strategies for your organization. This book is from the leading experts on this topic.  Written on January 3, 2008 Summary: For the Person Who Wants to Expand The Pie of Negotiation Skills In the fields of negotiation and mediation, one small book has had a tremendous impact. Published in 1981, Roger Fisher and William Ury's book, Getting to Yes, introduced the concept of "principled" or "interest-based" bargaining. It is difficult to find a negotiation or mediation course that does not reference this landmark text. It is one of the most well-known works in negotiation literature and has been the focus of considerable commentary by legal scholars. Some of the book's strengths are its discussions on separating the people from the problem and focusing on interests, rather than positions. This book introduced the term BATNA, your Best Alternative To a Negotiated Agreement, the standard against which Fisher and Ury claim any proposed agreement should be measured. It make sense, because using your BATNA as a standard, you can protect yourself or your clients from accepting terms that are too unfavorable and from rejecting terms it would be in your interest to accept. The lessons on principled negotiation are well worth the short amount of time it will take to read this book. Principled negotiation, as espoused by Fisher and Ury, is an approach to bargaining that expands "the pie" rather than just dividing it as with distributive bargaining. Principled negotiation is the win-win approach that is also referred to as integrative bargaining. In contrast, distributive bargaining generally assumes a zero-sum position where plus one for me equals minus one for you. Both approaches, distributive and integrative have a place on the bargaining table. Having a clear understanding of both approaches enables an attorney to be more flexible when representing clients' interests in negotiations and mediations. It is not uncommon for a party to take an integrative approach at the outset of a negotiation and switch to distributive bargaining sometime during the process. This is usually when the interests are being explored early on, and then actual negotiations regarding money become the focus at the end. When dollars are being discussed, distributive bargaining is most common. Sometimes a party will take the distributive approach when the negotiations commence and then become more integrative when a deal or settlement is not reached with the competitive method. The successful attorney prepares for negotiations and considers which approach, or what combination of approaches, makes the most sense for the matter at hand. The classic example many mediation and negotiation trainers use to illustrate the differences between distributive and integrative bargaining comes from Getting to Yes and involves two sisters quarreling over a single orange. Each sister's position is she needs 100% of the orange. Using a distributive approach, for one sister to gain some of the orange, the other must lose. The mediator or negotiator using a distributive approach may come up with a solution as mom did when she entered the kitchen and found the two sisters arguing over who should have the orange. Wanting to be fair to both of her daughters, mom the mediator proposed this solution. One daughter would cut the orange in half and the other daughter would choose which half she would receive. Over all, this seems like a fair and reasonable solution, and in fact, this is how many disputes are resolved and how many negotiations play out. Each sister gets 50% of what they wanted. The result achieves fairness and arguably a win-win solution. But can we do better? Using Fisher and Ury's principled approach, the focus is shifted to the sisters' interests rather than their positions. This time, rather than just proposing a solution, mom the mediator seeks to understand and find out why each sister wants the orange. Mom discovers that one sister does not really even like oranges, but she wants to bake a Christmas cake which calls for the peels of one orange. The other girl wants to eat the fruit and plans to toss the peels into the garbage. Learning the interests of each person, rather than just knowing their positions, allows for creative and often much more satisfying results. By giving the peel to the first girl, and the fruit to her sister, each girl receives 100% of what she wanted for a truly win-win solution. If only all problems were that easy to solve! If they were, many of us would be out of jobs. Real problems are often much more complex, and very rarely can you get 100% for each party, but many times you can do better than 50/50. It takes some effort learning interest based principles and incorporating them into negotiations and a willingness to look beyond the distributive solutions and expand "the pie" based on parties' interests rather than positions, but the solutions and results obtained are well worth the time and effort. For the person who wants to expand "the pie" of negotiation skills to better serve clients, Getting to Yes is a quick read with useful insights and techniques. The book has been criticized as neglecting a significant part of the negotiation process (distributive bargaining) and oversimplifying many of the troublesome problems inherent in the art and practice of negotiation. Nonetheless, it contains useful techniques and valid criticism regarding negotiation and should be read by every practicing attorney, especially those involved with mediation. It is especially useful for those who tend to only negotiate with a distributional or distributive approach. I encourage everyone to read this small negotiating gem and incorporate the problem solving techniques in their negotiations and explore mutual profitable resolutions in their mediations. Reviewed by Alain Burrese, J.D., author, speaker Hard-Won Wisdom From The School of Hard Knocks, Hapkido Hoshinsul, Streetfighting Essentials, Hapkido Cane, and The Lock On Joint Locking series. Alain has also written numerous articles, including a column on Negotiation for The Montana Lawyer magazine. Written on January 2, 2008 Summary: Negotiation Classic This book on Negotiation is a great resource for those seeking to understand the negotiation process. It covers many of the fundamental skills and topics of negotiation. A must have for those who are exploring the topics for the frist time. Written on December 29, 2007 Summary: Get to yes without going to war 1991 second edition, Penguin Books, 229 pages (of which 187 pages form the main body of the book). If you've read any of my other reviews, you won't be surprised to discover this is another of the twenty books recommended by Charlie Munger in the second edition of Poor Charlie's Almanack (the most useful book I've read). I have wanted to learn more about negotiation since last year, when I had particularly protracted and unpleasant negotiations over leaving my previous full time job. It was probably the most unpleasant time of my life, it went on for months and the return for that huge personal cost was very poor (for everyone except my lawyer, that is). My relations with all of the people at the firm were also destroyed by the time the mess finally ended. I figured there had to be a better way - and the sooner I learned it the better. Having a single book on the subject recommended by a very well read and extremely effective individual in his eighties like Munger was ideal. If there is a single, most useful text on negotiation, this should be it. Fortunately, even with such high expectations, I wasn't disappointed. I would include Getting to Yes amongst the top ten most useful books I have read. It makes an excellent companion volume to Karen Pryor's Don't Shoot the Dog, which I have just re-read. Getting to Yes tells you how to approach forming agreements between people (whether a divorce or simply which film to watch at the cinema this week). Don't Shoot the Dog shows you how to teach (whether animals, people or yourself) and learn. Between them they cover most of the important situations in which conflict is likely to occur. Their general approach is the same: that efforts to dominate or be combative are unnecessary and usually counter-productive. The most obvious specific similarity is their suggestion that one always try to look at the situation from the other side: "The ability to see the situation as the other side sees it, as difficult as it may be, is one of the most important skills a negotiator can possess." Many people (previously including myself) think that if one is not being `tough' then one is being weak. Both of these wonderfully humane books show clearly that this is not the case. You can be pleasant and understanding whilst still being tough (in the principled sense) and unyieldingly fair. What a relief to know that you can be both - and be more effective. I found Getting to Yes rather painful to read at times, as I kept comparing the advice and examples in the book with my own experiences of the previous year. Many times the authors advise acting in a certain way and warn what is likely to happen with other (more common) approaches. My book is littered with scribbled comments saying things like `oh dear - this is exactly what happened in my situation'. Most people view negotiation (I certainly did) as simply a choice between hard and soft positional bargaining. Fortunately it turns out that this view is wrong: "If you do not like the choice between hard and soft positional bargaining, you can change the game. The game of negotiation takes place at two levels. At one level, negotiation addresses the substance; at another it focuses - usually implicitly - on the procedure for dealing with the substance." This whole book is about how one changes the procedural game from positional bargaining to what the authors call `principled negotiation'. Principled negotiation involves attacking the problem independent of the people by focussing on interests rather than positions. By focussing on the interests - that literally must underlie all positions - the authors show that it is often possible to invent additional options that fulfil those interests better than the obvious initial positions. By insisting on the use of objective criteria, the authors also show how one can form wiser agreements and cope with intransigent positional bargainers (it becomes difficult to sustain arbitrary positions in the face of a negotiator who brings in objective, external standards to justify all of his suggestions). It is welcome to see that the authors realise their methods are no panacea. They understand that the best a method of negotiation can achieve is the wisest result possible for all parties, bearing in mind the situation and the people involved. I particularly liked the brevity and clear structure of Getting to Yes. There is a danger in `how to' books like this of being presented with so many individual pieces of advice that, whilst individually sensible, we find ourselves overwhelmed when we try to put them into practice. All the advice forms a sort of mental sludge from which little stands out. I noted with interest the authors mention in the preface that their editor reorganised the book and cut it in half: "To spare our readers, he had the good sense not to spare our feelings." I couldn't agree more and I`m very grateful to their (clearly first rate) editor. It reminds me of a comment Elmore Leonard made about his own books: "if it reads easy, it was because it was written hard". That's the way books should be. Written on December 28, 2007 Summary: One of the best books I have ever read on negotiation. If you want to improve your negoation skills, this book is is one of the best. |
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| Our price | - | $11.56 | $10.20 | $10.20 | $4.99 | $12.21 |
| List price | $12.00 | $17.00 | $15.00 | $15.00 | $25.95 | $17.95 |
| Lowest used price | $5.75 | $2.53 | $4.79 | $5.98 | $4.42 | $9.99 |
| Lowest new price | $12.90 | $6.99 | $7.48 | $8.37 | $4.48 | $9.49 |
| Collectible price | - | $21.88 | $15.00 | $15.00 | - | - |
| Catalog | Book | Book | Book | Book | Book | Book |
| Release date | 1987-01-01 | 1993-01-01 | 2000-04-03 | 2006-05-02 | 2005-10-06 | 2006-12-26 |
| Media | Audio Cassette | Paperback | Paperback | Paperback | Hardcover | Paperback |
| Format | Abridged, Audiobook | - | - | - | Bargain Price | - |
| Number of pages | - | 208 | 250 | 320 | 256 | 336 |
| Ean | 9780671634063 | 9780553371314 | 9780140288520 | 9780143036975 | - | 9780061241895 |
| Book Isbn | 0671634062 | 0553371312 | 014028852X | 0143036971 | - | 006124189X |
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