Always seek the unfulfilled need behind the opponent's manifestation.

Read this for a course I’m taking. Great info but so dry

I feel like I read this book at just the right time in my life—in the midst of multiple high-stakes negotiation situations with partner teams at work! Some key takeaways: focus on interests, not positions; invent clever options for mutual gain; leverage objective criteria; and, in general, listen more than you speak and ask lots of questions. It was super helpful to level-set and remind myself to focus on these principles, and I found the examples clear and good at reinforcing the content.

Excellent Framework--

The framework of what the authors call "principled negotiation" is pretty much the same as the framework of "crucial conversations." It also meshes well with Dale Carnegie's framework of winning friends and influencing people and to some extent, Manuel J. Smith's Here Be Dragons and Stephen Covey's The Seven Habits of Highly Effective People.

It lays out a practical approach to negotiation based on independent standards of fairness. And to do this, you need to separate the people from the problem, identify interests behind positions, and work together to invent creative solutions.

I found the framework to be both practical and effective, especially where working together with those who you're negotiating with and coming up with creative solutions. Negotiation doesn't have to be a zero-some game; it can very well be win-win as long as you keep your mind open to corrections and tackled the problems together.

A good introduction on negotiation.

เนื้อหาดีมากค่ะ พูดถึงเทคนิคทางจิตวิทยาของการเจรจาต่อรอง
แต่ภาษา/คำศัพท์ค่อนข้างยากสำหร���บคนที่ไม่ได้ใช้ภาษาอังกฤษเป็นภาษาหลักแบบเรา
(ไม่แน่ใจว่ามีฉบับแปลหรือยัง)

Great practical book on negotiating, with so many practical advices that will challenge your thoughts, your methods, your ideas, your approaches to conflict negotiation forever. It will not change you overnight, but it will expand your knowledge with many different examples from real-life events, with practical solutions, and with a different view on something that most of us see like a battle of will, or positional bargining where one surely wins and the other one surely looses. But what if there is a win-win posibility hiding underneath our positions. Great read!

Бидний ерөнхийдөө мэддэг хэрэгжүүлдэг, хэрэгжүүлдэггүй зүйлүүдийг тойруулж бичжээ. Жишээлбэл
- Асуудал хувь хүн хоёрыг хооронд нь хольж хутгахгүй байх. Separate people from the problem
- Байр суурь бус ашиг сонирхлыг чухалчлах. Focus on interests, not positions
- Харилцан ашигтай байх боломжуудыг эрж хайх. Invent options for mutual gain
- Асуудлыг обьектив талаас нь харах чадвартай байх. Use objective criteria
Нээрээ Best Alternative to a Negotiated Agreement-н талаар хэд хэдэн дажгүй санаанууд бас байсан.
Би гэхдээ ном уншчихаад бараг шууд шахуу мартаад байх юм. Ямар сайндаа ингэж товчилж тэмдэглэж суухав кк.
image:

This is an excellent book with so much great information. It’s easy to read and understand. I love it’s focus on negotiating through principal, morality, and merit. This isn’t how to sleazily win an argument - it’s how to creatively work out differences and find the best possible solution for everyone.

I attended a class on International Negotiations at the Foreign Service Institute this week and we were assigned this book to read for the class. I thought the book was rather straightforward and I liked the anecdotes. Overall, I think it was a good selection for our class and helped to emphasize the points being taught. I doubt I will become a master negotiator, but I do see benefits from this book and class in my personal life.

Some of the lessons I learned in class include the following:

"People won't let you change their mind unless they trust you." Thomas Colosi

"Treat every meeting as a negotiation." Thomas Colosi

"People who only use the formal negotiation process will not often be very successful." Thomas Colosi

"First rule of negotiating: Be nice." Carmen Suro-Bredie

interesting quotes from the book:

"A generation ago, the term 'negotiation' also had an adversarial conotation. In contemplating a negotiation, the common question in people's minds was 'Who is going to win and who is going to lose?' To reach an agreement someone had to 'give in.' It was not a pleasant prospect. The idea that both sides could benefit, that both could 'win,' was foreign to many of us. Now it is increasingly recognized that there are cooperative ways of negotiating over differences and that even if a 'win-win' solution cannot be found, a wise agreement can still often be reached that is better for both sides than the alternative." (p. xii)

"In a negotiation, particularly in a bitter dispute, feelings may be more important than talk." (p. 31)

"An apology may be one of the least costly and most rewarding investments you can make." (p. 35)

"No matter how many people are involved in a negotiation, important decisions are typically made when no more than two people are in the room." (p. 38)

"If you want someone to listen and understand your reasoning, give your interests and reasoning first and your conclusions or proposals later." (p. 54)

"Few things facilitate a decision as much as precedent." (p. 80)

"In short, the approach is commit yourself to reaching a solution based on principle, not pressure. Concentrate on the merits of the problem, not the mettle of the parties. Be open to reason, but closed to threats." (p. 84)

"Some of the most effective negotiating you will ever do is when you are not talking." (p. 114)

"Some parties locked into adversarial ruts seem unable to consider alternative approaches until they reach the brink of mutual annihilation, and some not even then." (p. 155)

"Before you even begin to negotiate, it makes sense to envision what a successful agreement might look like." (p. 175)

“Getting to yes” justifies itself as being a classic book for its continued readership for roughly 40 years. This book is essential for everyone who has to negotiate with someone over something – and isn’t that for all of us. The book introduces “Principled negotiation”, a technique to negotiate in an efficient and fair manner. Most of it is common sense but the authors have knitted a good structure making it intriguing & unambiguous. The best part of this method is not the four basic points outlined in detail, which in all sense is very practical but the way importance is given to the emotions of the other side, their feelings & interests.

The book places a strong emphasis on maintaining healthy relationship, being empathetic & making mutually benefitting decisions rather than just negotiating for personal interests. The authors quite often use anecdotes of high insurance claim & rent increase to demonstrate intricate aspects of a successful negotiation. Throughout the book there are also real-life international negotiations related to war, hostage situation, nuclear deals, etc. which makes the whole read worthwhile. The part that I love the most is in the last section of the book; how to tackle situations when the other side is more powerful or uses dirty tricks or does not play. This is more useful as it emulates the challenges that we face in every negotiation.

Overall, this read is a must for one to understand the basics of negotiation. It has a good mix of theory, applications & examples. Reading this book alone won’t help you in mastering the art of negotiation but will definitely guide you in doing it the right way.

P.S. Please do read to get away with anything & everything in your relationships :P

não era este o livro que eu esperava acabar este fim-de-semana

Lectura de gran utilidad para todas esas personas que son o quieren despertar su consciencia respecto la importancia del arte de negociar.
Aunque el libro fue escrito hace bastantes años las técnicas, conocimientos y ejemplos que comenta son totalmente validos en la actualidad.
Es un libro que además de leerlo con mucha atención lo mejor es estudiar y profundizar más con algunes de sus partes.