Getting to Yes
A guide to effective negotiation that separates people from problems.
Summary of 7 Key Points
Key Points
- Separate the people from the problem
- Focus on interests, not positions
- Invent options for mutual gain
- Insist on using objective criteria
- Know your BATNA (Best Alternative To Negotiated Agreement)
- Use the ‘principled negotiation’ method
- Understand the power of ‘yes’
key point 1 of 7
Separate the people from the problem
Separating the people from the problem is a negotiation principle that suggests addressing the problem at hand and not focusing on the individuals or their emotions involved. It is about treating each party as a partner rather than an adversary. The principle emphasizes the need to counteract the human tendency to become personally involved in the issues at stake and to let one’s emotions cloud judgement. The idea is to focus on the problem, not the person, allowing participants to address the issues without damaging relationships. This method helps to foster mutual respect and understanding, paving the way for win-win solutions…Read&Listen More
key point 2 of 7
Focus on interests, not positions
The concept of focusing on interests, not positions is a crucial tenet of negotiation as presented in ‘Getting to Yes’. Interests refer to the underlying needs, desires, concerns, and fears that motivate individuals. These could be emotional, economical or based on personal values, and they drive individuals to hold a particular position. Positions, on the other hand, are the claims or demands that individuals make in a negotiation. They’re the concrete things people say they want, like a specific price, contract terms, or actions. ..Read&Listen More
key point 3 of 7
Invent options for mutual gain
Invent options for mutual gain is a principle that encourages the parties involved in a negotiation to work together to find solutions that benefit both sides, rather than viewing the negotiation as a win-lose situation. This perspective emphasizes the importance of creativity and open-mindedness in negotiations. The parties are encouraged to think outside the box and come up with multiple options that could potentially satisfy both their interests. Instead of settling for a single answer, they are urged to explore a wide range of possibilities that could lead to a mutually beneficial outcome…Read&Listen More
key point 4 of 7
Insist on using objective criteria
In the book, insisting on the use of objective criteria is presented as a critical element when it comes to negotiation. This involves base the decisions on standards that are independent of the will of any party involved. Instead of focusing on what each individual wants, the emphasis is on what is fair, scientifically justified, or widely accepted as the norm. This can range from market value, legal precedent, or professional standards. This approach helps in removing subjective biases from the negotiation process and ensures that the outcome is fair and impartial…Read&Listen More
key point 5 of 7
Know your BATNA (Best Alternative To Negotiated Agreement)
Knowing your BATNA is central to negotiation strategy. This is a concept that underpins your ability to negotiate effectively. It refers to the best alternative you can turn to if negotiations fail and you are unable to reach an agreement. It is essentially your backup plan or your plan B. It’s your most favorable course of action in the event that a deal cannot be made. It’s about understanding what other options you have and what you’ll do if the current negotiation doesn’t pan out. Your BATNA provides a measure by which you can gauge any potential agreement…Read&Listen More
key point 6 of 7
Use the ‘principled negotiation’ method
The ‘principled negotiation’ method is a structured approach to conflict resolution that seeks to identify and address the underlying interests of all parties involved, rather than simply trying to reach a compromise between their stated positions. This method encourages participants to separate the people from the problem, this means focusing on the issues at stake rather than on personalities, grudges or past disputes. It pushes for communication and understanding, asking parties to express their needs and concerns clearly and listen to those of others without interruption or judgement. ..Read&Listen More
key point 7 of 7
Understand the power of ‘yes’
Understanding the power of ‘yes’ involves recognizing its potential to create positive outcomes in negotiation scenarios. ‘Yes’ is not just an affirmation. It represents agreement, cooperation, and resolution. It is a powerful tool that can pave the way for mutual benefits, fostering a win-win situation. The power of ‘yes’ lies in its ability to establish common ground, bridge differences, and carve out a path towards constructive agreement, thus making the negotiation process easier and more productive…Read&Listen More