Book Getting to Yes showed us of how negotiation can help in multiple
ways. According to the authors, Maintaining the relationship is vital rather
than choosing to win the negotiation. Having said, negotiation overall has
never been the same as there is no specific structure because of fast pace
change in business all through the years. Fisher and Ury in this book have said
there are four steps which gives a slant during any business negotiation. The Initial
phase of the reading reveals that, how we as a negotiator get involved in
unnecessary battle on the winning the negotiation rather than focussing on
making the best positive possible mutually satisfied deal. The authors also
coined the Acronym BATNA (Best Alternative to a Negotiated Agreement), this
principally says the need to keep other best options as a back-up plan. The
authors principles reassure us to separate the people from the problem by
focusing on the interest rather than the positions. Also, generating various
options before settling to the agreement and insist that the agreement to be
based on the objective.
authors on their First Principle suggest that, any person involved in any
negotiation have two separate interests. One is Substantive and other
being Interpersonal Relationship. Addressing both interest is next to
impossible. But rolling back to the situation where the negotiation was
diverted can produce more realistic perspective in understanding conflicts from
both the sides.
the Second Principle the authors suggest that, we the negotiators are obsessed
to our positions on achieving the agreement which might rarely work. This will
lead to conflict through emotions. We need to understand the real interest and
adopt the best mutual position, doing so will make the other side more secure,
gain recognition and sense of belonging.
the Third principle the authors say that, though we identify the problem and
try to find the best alternative still we intend to take a stand that our answer
is correct and will yield the maximum benefit to both the parties. We should
overcome early judgement, searching for one answer, the
assumption on solving the problem and the way of thinking to solve their
problem. The authors also say that to solve any dispute, we must first
define the problem then analyse the causes; consider best strategy which would
work and resolve the issue.
the 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 say
that, 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.
we always negotiate to try and get the best possible outcome, but we also
understand that there is always few personal interest and egos which would try
to break the smoothness. The key to best negotiation is understanding the
opposite parties interest, values, relationship etc…