[Book Summary] Getting to Yes—Roger Fisher and William Ury

Rating: ★★★★★

"Getting to Yes" by Roger Fisher and William Ury is an absolute gem in the negotiation literature genre. The Daily Blog of Harvard Law School discussed it as well.

Fisher and Ury present a revolutionary approach to negotiations based on the concept of "principled negotiation." This approach prioritizes reaching agreements that are fair, mutually beneficial, and sustainable, all while avoiding the pitfalls of traditional win-lose bargaining.

The authors introduce their method through a simple yet powerful framework, emphasizing four key principles:

1. Separate People from the Problem: Fisher and Ury stress the importance of dealing with the problem at hand while preserving a positive working relationship with the other party. By separating people from the problem, negotiators can prevent personal emotions and egos from derailing the negotiation process.

2. Focus on Interests, Not Positions: Considering the Presidential Election of Republic of China is on 01/13/2024 and the two major opposition parties can't have an agreement, this principle is for them. Don't focus on position!

Instead of stubbornly clinging to fixed positions, negotiators should delve deeper to uncover the underlying interests and needs of both parties. This shift enables creative problem-solving and the discovery of win-win solutions.

3. Generate Options for Mutual Gain: The book encourages negotiators to brainstorm a wide range of possible solutions, aiming for outcomes that satisfy both parties' interests. This approach fosters collaboration and innovation in finding mutually beneficial agreements.

4. Insist on Using Objective Criteria: Back to our example in the second principle, isn't polling an relative objective criteria?

Fisher and Ury advocate for the use of fair and objective standards as a basis for decision-making. By relying on established criteria, negotiators can eliminate arbitrariness and biases.

Throughout the book, the authors illustrate their principles with real-world examples and engaging anecdotes. They also provide practical techniques for negotiation, such as "BATNA" (Best Alternative To a Negotiated Agreement) and the "Yesable Proposition," which guide negotiators in making strategic decisions.