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

book
http://books.google.com/books?id=sjH3emOkC1MC&pg=PA

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)
  • 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

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 Franois 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.

Categories

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Other read books linking to the GettingToYes page :

3DNegotiation
InformationRules
TenDayMBA
CrucialConversations

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