Getting to Yes by Roger Fisher

Roger Fisher's "yes" Regardless of whether we are aware of this or not, each of us is confronted with a serious confrontation everyday. We have learned the basic skills of negotiation, from demanding divisions in the family to demands of the boss to raise wages. The best-selling book nationwide "Towards Yes" is not a general way to position negotiations, but introduces a principle negotiation method which is an alternative dispute resolution method. In this book, the four basic elements of principle negotiations are emphasized; people are separated from the problem, interests are paid rather than positions, investment choices are used to achieve common interests.

In classical negotiations, Roger Fisher, William L. Ury, Bruce Patton shared the story of the early management thinker Mary Parker Follett about whether the two opened the window or closed the window . These two basic goals are different. One wants fresh air and the other wants to avoid draft. Only when revealing these hidden goals through third-party issues can the problem be solved - by opening the window in the next room

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.

Tables Roger Fisher and William Yuri proposed several observations that are highly relevant to diplomats in their research "towards correctness." The most important of these is "Do not negotiate without communication". (39) The British surely thought they were in good faith negotiating, but the Argentineans were frustrated due to the incorrect information they received. Galtieri 's misunderstanding is eliminated, and the whole war is avoided, if British diplomats only confirm that their government actions are consistent with their argument in the negotiating field. In this case, the Falkland Islands problem will not be solved, but it is worth noting that Argentina will understand the results of the island's invasion.