Book Getting to Yes showed us of how negotiation helps us in multiple
ways. According to the authors, the actual relationship is vital rather than
choosing to achieve the agreement. 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 principles to be followed 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…