Getting Ready to Negotiate by Roger Fisher and Danny Ertel

Last updated: Sep 2, 2023

Summary of Getting Ready to Negotiate by Roger Fisher and Danny Ertel

Getting Ready to Negotiate by Roger Fisher and Danny Ertel is a comprehensive guide that provides readers with practical strategies and techniques to effectively negotiate in various situations. The book emphasizes the importance of thorough preparation and understanding the interests of all parties involved in order to achieve successful outcomes.

The authors begin by highlighting the significance of separating people from the problem. They emphasize the need to focus on the issues at hand rather than personal emotions or conflicts. By adopting a collaborative approach, negotiators can create an environment conducive to finding mutually beneficial solutions.

The book introduces the concept of "principled negotiation," which involves four key elements: separating people from the problem, focusing on interests rather than positions, generating a variety of options, and using objective criteria to evaluate those options. The authors provide practical advice on how to apply these principles effectively.

One of the key aspects of negotiation highlighted in the book is the importance of understanding the interests of all parties involved. By identifying and addressing the underlying needs and concerns, negotiators can find creative solutions that satisfy everyone's interests. The authors provide various techniques to uncover these interests, such as active listening, asking open-ended questions, and exploring alternatives.

The book also emphasizes the significance of effective communication during negotiations. It provides strategies for improving communication skills, including active listening, summarizing, and reframing. By enhancing communication, negotiators can build trust and rapport, leading to more productive discussions and outcomes.

Getting Ready to Negotiate also delves into the challenges and complexities of negotiating in different contexts, such as multi-party negotiations, international negotiations, and negotiations within organizations. The authors provide specific guidance and strategies tailored to these unique situations.

Throughout the book, Fisher and Ertel emphasize the importance of thorough preparation. They provide a step-by-step guide on how to prepare for negotiations, including conducting research, identifying interests, developing a BATNA (Best Alternative to a Negotiated Agreement), and planning for potential obstacles.

The authors also address the issue of power dynamics in negotiations. They provide strategies for dealing with power imbalances and tactics used by more powerful parties. By understanding power dynamics and employing appropriate strategies, negotiators can level the playing field and achieve more favorable outcomes.

In conclusion, Getting Ready to Negotiate is a comprehensive guide that equips readers with the necessary tools and strategies to negotiate effectively. By emphasizing the importance of preparation, understanding interests, and effective communication, the book provides valuable insights for negotiators in various contexts. Whether negotiating in personal or professional settings, this book offers practical advice for achieving successful outcomes.

1. Separate the people from the problem

One of the key takeaways from "Getting Ready to Negotiate" is the importance of separating the people from the problem. The authors emphasize that negotiations often become personal, with emotions and egos getting in the way of finding a mutually beneficial solution. By focusing on the problem at hand rather than attacking or blaming the other party, negotiators can create a more productive and collaborative environment.

This approach involves actively listening to the other party's concerns and interests, acknowledging their emotions, and working together to find a solution that addresses both parties' needs. By depersonalizing the negotiation process, negotiators can foster better communication, build trust, and increase the likelihood of reaching a satisfactory agreement.

2. Understand the other party's perspective

Another valuable insight from the book is the importance of understanding the other party's perspective. The authors emphasize the need to put oneself in the shoes of the other party and consider their interests, motivations, and constraints. By doing so, negotiators can gain a deeper understanding of the underlying issues and find creative solutions that meet both parties' needs.

This insight highlights the significance of active listening and asking open-ended questions to uncover the other party's concerns and priorities. By demonstrating empathy and showing a genuine interest in understanding the other party's perspective, negotiators can build rapport and create a more collaborative negotiation environment. This approach not only increases the chances of reaching a mutually beneficial agreement but also helps to establish a foundation for future relationships and negotiations.

3. Focus on interests, not positions

In "Getting Ready to Negotiate," Fisher and Ertel emphasize the importance of focusing on interests rather than positions. Positions are the specific demands or solutions put forward by each party, while interests are the underlying needs, desires, and concerns that drive those positions.

By focusing on interests, negotiators can uncover common ground and explore a wider range of potential solutions. This approach encourages a more collaborative and creative problem-solving mindset, as both parties work together to find solutions that address their respective interests. By understanding and addressing the underlying interests, negotiators can often find win-win solutions that go beyond the initial positions put forward by each party.

4. Generate multiple options

The book emphasizes the importance of generating multiple options during the negotiation process. Instead of settling for a single solution, negotiators are encouraged to brainstorm and explore various alternatives that could meet both parties' interests.

By generating multiple options, negotiators increase the likelihood of finding a mutually beneficial agreement. This approach encourages creativity and flexibility, as negotiators consider a wider range of possibilities. It also helps to avoid a win-lose mentality, as both parties work together to find a solution that maximizes their respective gains.

5. Use objective criteria

Fisher and Ertel stress the importance of using objective criteria to evaluate potential solutions. Objective criteria are external standards or benchmarks that can be used to assess the fairness and reasonableness of proposed agreements.

By relying on objective criteria, negotiators can avoid subjective judgments and biases. This approach increases transparency and helps to build trust between the parties. It also provides a framework for evaluating potential solutions objectively, reducing the likelihood of disputes or dissatisfaction with the final agreement.

6. Prepare thoroughly

The authors emphasize the significance of thorough preparation before entering into negotiations. This includes understanding one's own interests and priorities, as well as gathering information about the other party's interests, alternatives, and potential constraints.

Thorough preparation allows negotiators to enter the negotiation process with confidence and a clear understanding of their objectives. It also enables them to anticipate potential challenges or obstacles and develop strategies to overcome them. By being well-prepared, negotiators can effectively advocate for their interests and increase their chances of achieving a favorable outcome.

7. Build relationships and trust

Building relationships and trust is a crucial aspect of successful negotiations, as highlighted in the book. The authors emphasize the importance of establishing rapport and creating a positive working relationship with the other party.

By building relationships and trust, negotiators can foster open and honest communication, which is essential for finding mutually beneficial solutions. This involves actively listening, showing respect, and demonstrating a willingness to understand the other party's perspective. By investing time and effort in building relationships, negotiators can create a foundation of trust that can lead to more productive and successful negotiations.

8. Consider alternatives and BATNA

The book emphasizes the importance of considering alternatives and understanding one's Best Alternative to a Negotiated Agreement (BATNA). BATNA refers to the course of action a party will take if no agreement is reached.

By considering alternatives and understanding their BATNA, negotiators can assess the value and attractiveness of potential agreements. This knowledge provides leverage during negotiations and helps negotiators make informed decisions about accepting or rejecting proposed agreements. Understanding one's BATNA also reduces the likelihood of accepting unfavorable agreements out of desperation or fear of not reaching any agreement at all.

Overall, "Getting Ready to Negotiate" offers valuable insights and practical strategies for approaching negotiations in a more collaborative and effective manner. By focusing on separating the people from the problem, understanding the other party's perspective, and using objective criteria, negotiators can increase their chances of reaching mutually beneficial agreements. Thorough preparation, building relationships and trust, and considering alternatives also play crucial roles in successful negotiations.