Text 'Getting To Yes' By Roger Fisher And William Ury

"YES" is the most powerful word in English. It is the most powerful word, but it does not necessarily mean it is an answer. Finding answers to questions, conflicts, discussions etc. needs to be negotiated. Negotiation means to negotiate with other parties to reach an agreement. Its basic concept seems simple, but in reality, negotiations are mostly done in the workplace, at home, and everywhere. Roger Fisher and William Ury's "Getting to Yes" article explains the four principles of effective negotiations.

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.

Roger Fisher and William Ury developed the IBR method and announced it in the book "Getting to Yes" published in 1981. They believe that you should settle the dispute by separating people from their emotions and problems. Their approach also focuses on building mutual respect and understanding and encourages you to settle disputes in a unified and collaborative way. In order to effectively use the IBR method, it is necessary for all stakeholders to actively and enthusiastically listen, understand body language well, have emotional intelligence, and understand how to use different anger management techniques Yes. In particular, you and the parties to the dispute need to follow the following six steps.

In "going to the right" Harvard written by negotiating program members, the purpose of negotiation is considered "convenient for both sides". Roger Fisher, William Yuri, Bruce Burton, "Going Up Correct" (New York: Penguin Books, 1991). Please note that this is very different from the purpose of the lawsuit. In our confrontation law system, it is necessary that one party "wins" and the other party "loses". "Introduction" focuses on the basic negotiations, shows concrete steps and explains the strategies to ensure that participants can achieve "favorable for both sides" goals. The popularity of this book may indicate that people are truly interested in learning about ADR, avoiding litigation, and ensuring that all parties use the resolution process as a "winner" . Some of the concepts common in negotiations include BATNA, WATNA and the negotiation field. For example, the author of Getting to Yes encourages negotiators to know the best alternatives for negotiating agreements (BATNA).