Quick Reading Library

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.

Ariel Jones

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