Insights from ‘Getting to Yes’ by Roger Fisher and William Ury Flashcards
What are common outcomes of traditional negotiation strategies?
They often leave people dissatisfied, worn out, or alienated.
True or False: To preserve relationships in negotiations, focus solely on winning your position.
False
What is the first principle to consider in a negotiation according to Getting to Yes?
Try on the other person’s point of view.
Fill in the blank: Misunderstandings in negotiations can reinforce ______ and lead to ineffective communication.
prejudice
How can you show understanding of the other side’s position in a negotiation?
Summarize their position accurately, confirming your understanding with them.
Scenario: An employee requests a higher raise due to achieving targets and handling tough projects. How might an office manager respond to show empathy?
The manager could say, ‘Let me see if I can summarize your position: you want a larger raise because you’ve hit all your targets and are taking on more difficult projects than others.’
What is the benefit of inventing a win-win agreement?
Both parties get what they want without compromising.
Give an example of a win-win solution involving a lemon.
One person uses the lemon zest for a cake, while the other uses the juice for water.
Fill in the blank: Agreement is often based on _______.
disagreement
True or False: Focusing on differences in beliefs and values can help create effective deals.
True
What should you do if a negotiation reaches an impasse?
Insist on using objective criteria to guide the decision.
How might you handle a low settlement offer from an insurance adjuster by using objective criteria?
Ask about the basis for their offer, use comparable car values, consult the blue book, or reference past court settlements.
According to Getting to Yes, what three criteria should judge a negotiation method?
It should produce a wise agreement, be efficient, and not damage the relationship between parties.
Fill in the blank: ‘How would a ______ decide this?’ is a helpful question to ask when stuck in a negotiation.
court
Why is it helpful to research standards, precedents, and norms during a negotiation?
These provide objective criteria that help guide fair and impartial decisions.
