Getting to yes: negotiating agreement without giving in by Roger Fisher, William Ury, Bruce Patton - ISBN 0395631246 - Houghton Mifflin Harcourt 1991

Motivation

Holding the belief that negotiation is not limited to middle-eastern conflicts but rather a daily life situation thus a skill to acquire.

Pre-reading model

Draw a schema (using PmGraphViz or another solution) of the situation of the area in the studied domain before having read the book.

Reading

• BATNA (Best Alternative To a Negotiated Agreement)
  • Wikipedia:Best alternative to a negotiated agreement course of action that will be taken by a party if the current negotiations fail and an agreement cannot be reached.
• Four steps method
  1. Separate the people from the problem
  2. Focus on interests, not positions
  3. Invent options for mutual gain
  4. Insist on using objective criteria

(to re-read)

See also

• Program on Negotiation at Harvard Law School
• Game Theory At Work
• Les Prodigieux Theoremes De Monsieur Nash
• Wikipedia:Getting to YES
• Getting to Yes narrated by Murphy Guyer, Audible.com
• Getting To Yes - Negotiating Agreement Without Giving In in 23 slides by " dre229", 2008
• Getting To Yes Excerpt by Martijn Sjoorda, 2008
• Getting to Yes Summary at WikiSummaries

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 François Bogacz and Jeremy Lack, Convirgente/Altenburger May 2010
  • based on David Rock SCARF model

Synthesis

So in the end, it was about X and was based on Y.

Critics

Point A, B and C are debatable because of e, f and j.

Vocabulary

(:new_vocabulary_start:) new_word (:new_vocabulary_end:)

Post-reading model

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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• Business

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Getting To Yes

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