Getting To Yes by Roger Fisher, William L Ury, and Bruce Patton

Last updated: Jul 3, 2023

Summary of Getting To Yes by Roger Fisher, William L Ury, and Bruce Patton

Getting to Yes is a book written by Roger Fisher, William L Ury, and Bruce Patton that provides a comprehensive guide to negotiation strategies and techniques. The book emphasizes the importance of principled negotiation, which focuses on reaching mutually beneficial agreements based on shared interests and objective criteria.

The authors argue that traditional negotiation methods, such as positional bargaining, often lead to unsatisfactory outcomes and strained relationships. Instead, they propose a four-step process called the "principled negotiation method" to achieve better results.

The first step is to separate the people from the problem. The authors emphasize the importance of understanding the other party's perspective and addressing any emotional or personal issues that may hinder effective communication. By focusing on the problem at hand rather than attacking the individuals involved, negotiators can create a more collaborative and productive environment.

The second step is to focus on interests, not positions. The authors argue that negotiators should identify the underlying needs, desires, and concerns of both parties. By understanding each other's interests, negotiators can find creative solutions that meet both sides' needs and create value.

The third step is to generate a variety of options before settling on an agreement. The authors encourage brainstorming and exploring different possibilities to find mutually beneficial solutions. By considering multiple options, negotiators can avoid settling for suboptimal agreements and find win-win outcomes.

The final step is to insist on using objective criteria. The authors suggest using fair standards, such as market value or expert opinions, to evaluate potential agreements. By relying on objective criteria, negotiators can avoid subjective judgments and biases, leading to more fair and reasonable outcomes.

The book also addresses common negotiation challenges, such as dealing with difficult people, overcoming obstacles, and handling power imbalances. It provides practical advice and real-life examples to illustrate the principles and strategies discussed.

Overall, Getting to Yes offers a comprehensive framework for effective negotiation. By focusing on principled negotiation and adopting a collaborative mindset, negotiators can achieve better outcomes, build stronger relationships, and create value for all parties involved.

1. Separate the people from the problem

One of the key takeaways from "Getting to Yes" is the importance of separating the people from the problem during negotiations. The authors emphasize that it is crucial to focus on the issues at hand rather than attacking or blaming the individuals involved. By doing so, parties can maintain a constructive and collaborative approach to finding a solution.

Separating the people from the problem also involves understanding and empathizing with the other party's perspective. By actively listening and acknowledging their concerns, negotiators can build trust and create a more conducive environment for reaching an agreement. This approach helps to prevent personal emotions and biases from clouding judgment and allows for a more rational and objective negotiation process.

2. Focus on interests, not positions

Another valuable insight from the book is the importance of focusing on interests rather than positions. The authors argue that positions are often fixed and rigid, making it difficult to find common ground. Instead, by identifying and understanding the underlying interests and needs of each party, negotiators can explore creative solutions that satisfy both sides.

By shifting the focus from positions to interests, negotiators can uncover shared goals and values, which can lead to mutually beneficial outcomes. This approach encourages a collaborative mindset and promotes problem-solving rather than a win-lose mentality. It also allows for flexibility and the possibility of finding alternative solutions that may not have been initially considered.

3. Generate multiple options for mutual gain

"Getting to Yes" emphasizes the importance of generating multiple options for mutual gain during negotiations. The authors argue that by exploring various alternatives, negotiators can increase the likelihood of finding a solution that satisfies both parties' interests.

Creating multiple options requires a collaborative and creative mindset. It involves brainstorming and considering different possibilities without prematurely evaluating or dismissing them. By encouraging open and constructive dialogue, negotiators can foster a more inclusive and innovative negotiation process.

Having multiple options also provides negotiators with leverage and flexibility. It allows them to explore trade-offs and make concessions without compromising their core interests. This approach increases the chances of reaching a mutually beneficial agreement and avoids the pitfalls of a zero-sum game.

4. Use objective criteria for decision-making

The book emphasizes the importance of using objective criteria for decision-making during negotiations. By relying on fair and impartial standards, negotiators can avoid subjective judgments and biases.

Objective criteria provide a benchmark for evaluating proposals and determining the fairness of an agreement. It helps to depersonalize the negotiation process and shift the focus to rational and logical arguments. By using objective criteria, negotiators can also build credibility and legitimacy, as decisions are based on widely accepted standards rather than personal preferences.

Using objective criteria also helps to overcome impasses and deadlocks. When parties are unable to agree, referring to objective standards can provide a basis for finding common ground and breaking the stalemate. It allows negotiators to move away from positional bargaining and focus on finding solutions that meet the agreed-upon criteria.

5. Develop a BATNA

The concept of BATNA (Best Alternative to a Negotiated Agreement) is a key takeaway from the book. The authors emphasize the importance of developing a strong BATNA as a source of leverage during negotiations.

A BATNA represents the alternative course of action a party can take if an agreement cannot be reached. By having a viable and attractive BATNA, negotiators can negotiate from a position of strength and avoid accepting unfavorable agreements. It provides a safety net and empowers negotiators to walk away from a deal that does not meet their interests.

Developing a BATNA requires careful analysis and preparation. It involves identifying alternative options and evaluating their feasibility and desirability. By investing time and effort in developing a strong BATNA, negotiators can increase their negotiating power and improve their chances of reaching a favorable outcome.

6. Build relationships and trust

"Getting to Yes" emphasizes the importance of building relationships and trust during negotiations. The authors argue that trust is a crucial element for successful negotiations and can significantly impact the outcome.

Building relationships and trust involves open and honest communication, active listening, and empathy. By demonstrating respect and understanding, negotiators can create a positive and collaborative atmosphere. Trust allows parties to share information, explore options, and make concessions without fear of exploitation or betrayal.

Investing time and effort in building relationships and trust can lead to long-term benefits beyond the current negotiation. It lays the foundation for future collaborations and partnerships, fostering a positive and productive working relationship.

7. Separate inventing from deciding

The book highlights the importance of separating the process of inventing options from the process of deciding on a solution. The authors argue that by separating these two processes, negotiators can encourage creativity and avoid premature judgment.

Inventing options involves brainstorming and exploring various possibilities without evaluating or committing to any specific solution. It encourages a free flow of ideas and promotes out-of-the-box thinking. By suspending judgment, negotiators can create a more inclusive and collaborative environment.

Once a range of options has been generated, the focus shifts to deciding on the best solution. This involves evaluating the options against the agreed-upon criteria and selecting the most suitable one. By separating the processes of inventing and deciding, negotiators can ensure a more thorough and objective evaluation of the available options.

8. Maintain a long-term perspective

The book emphasizes the importance of maintaining a long-term perspective during negotiations. The authors argue that negotiations should not be seen as isolated events but as part of an ongoing relationship.

By considering the long-term implications of the negotiation process and the potential impact on the relationship, negotiators can make more informed decisions. It encourages parties to prioritize cooperation and mutual benefits over short-term gains.

Maintaining a long-term perspective also helps to manage conflicts and disputes more effectively. By focusing on preserving the relationship, negotiators can find solutions that address the underlying issues and prevent future conflicts.

Overall, "Getting to Yes" provides valuable insights and practical strategies for effective negotiation. By applying these takeaways, individuals can improve their negotiation skills and achieve more mutually beneficial outcomes.