Fisher and Ury's book Getting to Yes offers a win-win negotiation model (when possible). The book makes the following points:
Negotiation is a way to settle differences. There are ways to make it easier. There are principles to start with:
1. DON'T bargain over POSITIONS
2. Separate the PEOPLE from the PROBLEM
3. Focus on INTERESTS not positions
4. Invent OPTIONS for mutual gain
5. Insist on using OBJECTIVE CRITERIA.
6. Develop or determine your BATNA (Best Alternative to No Agreement).
Right off the bat I got one key point from the book: If possible negotiate HOW you're going to negotiate before you negotiate WHAT you're going to negotiate. What do you think?
There are four pressures impacting any negotiations: Power, time, knowledge and leverage. How does the book address these? Specifically:
POWER - How does BATNA address power?
TIME - Traditionally, 90 per cent of negotiation occurs in the last 10 per cent of time. Will this book's techniques mean better use of time? For you? For the other party?
KNOWLEDGE - A lot of negotiation seems to be, "You show me yours - then I'll show you mine". How does this book view knowledge? In this book, is it knowledge or understanding that make the difference?
LEVERAGE - Can there be mutual leverage if negotiation is done by the book (this book)?
These are starter questions. Feel free to inject personal experiences that may apply to the above.
