Getting to yes: negotiating agreement without giving in by Roger Fisher, William Ury, Bruce Patton - ISBN 0395631246 - Houghton Mifflin Harcourt 1991
Holding the belief that negotiation is not limited to middle-eastern conflicts but rather a daily life situation thus a skill to acquire.
Draw a schema (using PmGraphViz or another solution) of the situation of the area in the studied domain before having read the book.
- BATNA (Best Alternative To a Negotiated Agreement)
- Four steps method
- Separate the people from the problem
- Focus on interests, not positions
- Invent options for mutual gain
- Insist on using objective criteria
Overall remarks and questions
- understanding your own goal and the goal of the person you are dealing with is fundamental
- it is all, once again, about how well you gathered information ahead of the negotiation process itself
- the goal is not to give in or force the outcome, the goal is to actually have a mutually positive outcome (if you wish to reiterate collaboration)
- see game theory and the repeated prisoner dilemma
- go beyond what is already on the table
- a bit like what is proposed with Blue Ocean Strategy
- note that visualizing Venn diagrams can help
- The brain during mediation by Franšois Bogacz and Jeremy Lack, Convirgente/Altenburger May 2010
- based on David Rock SCARF model
So in the end, it was about X and was based on Y.
Point A, B and C are debatable because of e, f and j.
Draw a schema (using PmGraphViz or another solution) of the situation of the area in the studied domain after having read the book. Link it to the pre-reading model and align the two to help easy comparison.
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