Read on Twitter
Having troubles “Getting to Yes"?
There is this great book about "Negotiating Agreement Without Giving In” by Roger Fisher.
Should get you over the line while negotiating.
My favorite bits from the book.
A thread.
There is this great book about "Negotiating Agreement Without Giving In” by Roger Fisher.
Should get you over the line while negotiating.
My favorite bits from the book.
A thread.
1. The more extreme the opening positions and the smaller the concessions,
The more time and effort it will take to discover whether or not agreement is possible.
The more time and effort it will take to discover whether or not agreement is possible.
2. People listen better if they feel that you have understood them.
We tend to think that those who understand us are intelligent and sympathetic people whose own opinions may be worth listening to
So if you want people to appreciate your interests, begin by appreciating theirs
We tend to think that those who understand us are intelligent and sympathetic people whose own opinions may be worth listening to
So if you want people to appreciate your interests, begin by appreciating theirs
3. Any method of negotiation may be fairly judged by three criteria:
- It should produce a wise agreement if agreement is possible.
- It should be efficient and
- It should improve or at least not damage the relationship between the parties.
- It should produce a wise agreement if agreement is possible.
- It should be efficient and
- It should improve or at least not damage the relationship between the parties.
4. 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 should possess.
5. No matter how many people are involved in a negotiation, important decisions are typically made when no more than two people are in the room.
6. The most powerful interests are basic human needs.
In searching for the basic interests behind a declared position, look for those bedrock concerns that motivate all people.
If you can take care of such basic needs, you increase the chance both of reaching agreement.
In searching for the basic interests behind a declared position, look for those bedrock concerns that motivate all people.
If you can take care of such basic needs, you increase the chance both of reaching agreement.
7. As useful as looking for objective reality can be, it is ultimately the reality as each side sees it that constitutes the problem in a negotiation and opens the way to a solution.
