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review 2019-08-26 16:23
Principled Negotiation
Getting to Yes: Negotiating Agreement Without Giving In - William Ury,Bruce Patton,Roger Fisher

This one was pretty technical. The authors really break down the thought process of having a principled negotiation instead of trying to negotiate either "soft" or "hard." They provide a variety of examples/case studies that emphasize the point. Not going to lie, this was a bit dry, but very good book if you want to read more about different leadership styles.

 

"Getting to Yes" breaks down key concepts from the authors such as "Don't Bargain Over Positions," "Separate the People from the Problem" and "Focus on Interests, Not Positions." Through each breakdown they go through and provide an example to emphasis their point. I thought this book at times was dry, but I like the constant reinforcement that they are trying to get to in which that every negotiation that you have with either a boss, a direct report, or peer, you can work to make sure that you are principled in your negotiations and don't need to start from a soft or hard position. I have a boss right now that all he does is try to argue his point with our whole team and never listens to a thing we say. That leads to resentment among the rest of us and also anger. It's frustrating to know that you are being ignored since the boss wants to do things his or her own way without taking into consideration other people. It didn't help in our case that he was totally wrong in his approach and we (the team) are paying for it now. 

 

One of my favorite chapters though was "What if They Are More Powerful?" or Develop your BATNA-Best Alternative To a Negotiated Agreement. And believe me I paid attention to this just because a deputy I work for likes to win. You can see him just thinking about his retort when other people are speaking. Drives me up the wall. This chapter though takes you through steps such as protecting yourself, the costs of knowing your bottom line, and knowing your BATNA.

 

Definitely recommend for a leadership course. And will say once again this is pretty dry. 

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review 2018-09-20 03:36
Getting to Yes
Getting to Yes: How to Negotiate Agreement Without Giving In (Audio) - Dennis Boutsikaris,Roger Fisher,William Ury

I think this is one of those books that anyone can benefit from.  Everyone needs to engage in some form of negotiation, and this book provides valuable strategies anyone can use.  Recommended for all human beings.

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review 2013-10-11 20:00
Getting to Yes: Negotiating Agreement Without Giving In
Getting to Yes: Negotiating Agreement Without Giving In - Roger Fisher,Bruce Patton,William Ury Along with Difficult Conversations and Beyond Winning this is one of three texts, plus handouts, used at a Negotiation course at Harvard Law taken by students all over the university--and by people from all over the world. At the end of the course, the students spontaneously rose to give the teachers a standing ovation. It's a very popular and valuable course--and this book deals with some of the techniques at the heart of it. And no, this is not just for lawyers or diplomats or labor leaders. It applies to any of those kinds of situations where you have to make a deal, get something from someone without getting taken. That might mean negotiating a raise, coming to a price, resolving a dispute with a neighbor. It talks about such techniques as looking for objective criteria, focusing on interests, inventing options--and knowing your BATNA. (Best Alternative to a Negotiated Agreement. In other words, know when and at what point to walk away rather than let yourself get pressured into something you can't live with.) I've gone back to this book and brushed up on the principles when I know I'm going to have to work at getting to yes. Very useful.
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review 2011-01-03 00:00
Getting to Yes: Negotiating Agreement Without Giving In
Getting to Yes: Negotiating Agreement Without Giving In - William Ury,Bruce Patton,Roger Fisher This is exactly the type of book I studied Literature to avoid having to read. But it wasn't horrible, and I stored away a few tips for future reference with the thinking that this is the kind of book that becomes most useful in least-expected moments. I enjoyed the narrative examples more than the explanatory text, and kind of wish they'd used the negotiations of political and governmental entities as all their examples, though they are considerably older cases. Those were the parts to which I paid the most attention.
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