TheBook Getting to Yes showed us of how negotiation can help in multipleways. According to the authors, Maintaining the relationship is vital ratherthan choosing to win the negotiation. Having said, negotiation overall hasnever been the same as there is no specific structure because of fast pacechange in business all through the years. Fisher and Ury in this book have saidthere are four steps which gives a slant during any business negotiation.
The Initialphase of the reading reveals that, how we as a negotiator get involved inunnecessary battle on the winning the negotiation rather than focussing onmaking the best positive possible mutually satisfied deal. The authors alsocoined the Acronym BATNA (Best Alternative to a Negotiated Agreement), thisprincipally says the need to keep other best options as a back-up plan. Theauthors principles reassure us to separate the people from the problem byfocusing on the interest rather than the positions. Also, generating variousoptions before settling to the agreement and insist that the agreement to bebased on the objective.Theauthors on their First Principle suggest that, any person involved in anynegotiation have two separate interests. One is Substantive and otherbeing Interpersonal Relationship.
Addressing both interest is next toimpossible. But rolling back to the situation where the negotiation wasdiverted can produce more realistic perspective in understanding conflicts fromboth the sides.Inthe Second Principle the authors suggest that, we the negotiators are obsessedto our positions on achieving the agreement which might rarely work. This willlead to conflict through emotions. We need to understand the real interest andadopt the best mutual position, doing so will make the other side more secure,gain recognition and sense of belonging.
Inthe Third principle the authors say that, though we identify the problem andtry to find the best alternative still we intend to take a stand that our answeris correct and will yield the maximum benefit to both the parties. We shouldovercome early judgement, searching for one answer, theassumption on solving the problem and the way of thinking to solve theirproblem. The authors also say that to solve any dispute, we must firstdefine the problem then analyse the causes; consider best strategy which wouldwork and resolve the issue.Inthe Fourth Principle the authors say that, not to get into the battle of wills.
The objective criteria should be both legitimate and practical. They also saythat, a proper structure to be followed keeping the objective in the mind;should be reasonable and open; don’t twist the principle due to pressure.Overall,we always negotiate to try and get the best possible outcome, but we alsounderstand that there is always few personal interest and egos which would tryto break the smoothness. The key to best negotiation is understanding theopposite parties interest, values, relationship etc…