Fisher, Ury, and Patton, Getting to Yes Flashcards
Describe three criteria by which to evaluate a negotiation
Is is a wise agreement? (Trip)
Efficient process (triP)
Did it enhance (or not damage) the relationship? (tRip)
Soft Bargaining
goal is agreement, make concessions that cultivate relationship, make offers(compromise)
Hard Bargaining
goal is victory, demand concessions as a condition to the relationship (competing)
Principled bargaining
(win, win) separate people from problem (Collaborative)
Explain three specific guidelines for separating the people from the problem
focus on interests, not positions: focus on the why, find where interests overlap
invent option for mutual gain: looking for options that meet interests
insist on using objective criteria: market value, moral standards, costs, tradition, scientific judgement
Distinguish between interests and positions.
Interests: the why, more fluid
Positions: the what,
Premature judgment:
judgement hinders imagination, blocks creativity
Searching for the single answer
closing your creativity to many other options
The fixed pie assumption
assuming there is finite options for gain, one gets a lot the other gets little
Assuming that “solving their problem is their problem”:
creates a very partisan view of negotiation
Explain why “objective criteria” are important to effective negotiation.
Standard to determine fairness of outcome
Allows parties to work off of similar interests
market value, moral standards, costs, tradition, scientific judgement
Explain the concept of BATNA:
Best Alternative To Negotiated Agreement (what’s outside negotiation)
BATNA Related to assessment of relative power:
the better BATNA you have the more power you perceive you have
Give an example of how strengthening your BATNA might shift the power dynamics:
if you have good BATNA you may have other job offers where you don’t need the job you are negotiating
