Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher and William Ury

Answer: negotiate consensus without contribution Roger Fisher and William Ury In this classic text, Fisher and Ury explain the four principles of their effective negotiations. They also explained three common obstacles to negotiations and discussed ways to overcome them. Fisher and Yuri explained that a good agreement is a wise and effective agreement that can improve the relationship between the parties. A wise consent is for the interests of both parties, and is fair and sustainable. The goal of the author is to develop a way to reach a good agreement.

Roger Fisher and William Yuri's book "Towards the right thing: negotiating an agreement without negotiating" discusses the principles of favorable negotiations for both parties. As they discuss each principle, the author also explains obstacles to dealing with negotiations. In order to overcome them, the authors propose to use these principles as the stages of the negotiation process. (Fisher & Ury, 1983). According to this principle, negotiators should not focus on people, but focus on solutions.

One of the most common forms of negotiating preparation involves the use of a seven element approach as described above. RogerFisher, William Ury, and Bruce Patton negotiated negotiations without giving it. The seven elements include benefits, choices, validity, alternatives, communication, relationships, and promises. By examining all these various factors for successful negotiations, we can fully prepare and fully understand the negotiation room. First of all, please consider your interests and opponents' interests. Interest is not a position. The advantage is the reason behind the position. Your interest in reaching an agreement may be obvious. However, the opponent's interest may not be so. Please try wearing your own shoes. Why do they agree to sit with you? What do they get from this agreement? After designing a series of advantages, you gain common interests

Roger Fisher, William Yuri and their colleagues from the Harvard negotiating project systematically studied negotiations. Fisher and Yuri (1981) criticized their book "Towards: Negotiating Agreements" (1981) to "break up the difference" to compromise the lack of imagination, and in principle as a compromise in non-principle negotiations . I also explained effective negotiation methods. Principle and position negotiation The most common mistake made by negotiators is negotiating the position rather than the principle. When Jane said that he would not sell used skis for less than $ 185, Stan said he would not pay more than $ 150, neither was fixed in a position that could not be graciously retracted It was. More importantly, the positions of buyers and sellers seem to be somewhat arbitrary, and there is no basis for negotiating to determine the fair market value of ski.