Extended Summary - Getting To Yes - Based On The Book By Roger Fisher And William Ury

Quick Reading Library

Synopsis

EXTENDED SUMMARY 
  
GETTING TO YES 
BASED ON THE BOOK BY ROGER FISHER AND WILLIAM URY 
  
SUMMARY WRITTEN BY: QUICK READING LIBRARY 
  
CONTENT 
The Problem with Positional Bargaining 
Separating People from the Problem 
Focusing on Interests, Not Positions 
Inventing Options for Mutual Gain 
Insisting on Using Objective Criteria 
What If They Are More Powerful? (Developing Your BATNA) 
What If They Won't Play? (Using Negotiation Jujitsu) 
What If They Use Dirty Tricks? (Taming the Hard Bargainer) 
Conclusion and Key Takeaways 
General Analysis 
  
ABOUT THE ORIGINAL BOOK 
"Getting to Yes," by Roger Fisher and William Ury, presents a method for principled negotiation applicable in various situations. The book argues against positional bargaining and instead advocates for a focus on interests, not positions, while emphasizing the importance of separating the people from the problem. It also encourages negotiators to invent options for mutual gain and insist on using objective criteria. The authors offer techniques to navigate challenging situations, like dealing with more powerful parties, or facing negotiators who use dirty tactics. The book introduces the concept of B.A.T.N.A, the best alternative to a negotiated agreement, as a powerful tool. Ultimately, it aims to guide readers toward wise agreements that are reached efficiently and amicably.

Durée: 30 minutes (00:30:28)
Date de publication: 30/01/2025; Unabridged; Copyright Year: — Copyright Statment: —