Negotiation by Roger Fisher and William Ury

Last updated: Aug 17, 2023

Summary of Negotiation by Roger Fisher and William Ury

The book "Negotiation" by Roger Fisher and William Ury is a comprehensive guide to the art of negotiation. The authors provide practical strategies and techniques for achieving successful outcomes in any negotiation situation.

The book begins by emphasizing the importance of separating people from the problem. Fisher and Ury argue that negotiators should focus on the underlying interests and needs of both parties, rather than getting caught up in personal conflicts. They introduce the concept of principled negotiation, which involves finding mutually beneficial solutions based on objective criteria.

The authors then outline four key principles of negotiation: 1) separate the people from the problem, 2) focus on interests, not positions, 3) generate a variety of options before settling on an agreement, and 4) insist on using objective criteria to evaluate potential solutions.

Fisher and Ury also discuss the importance of effective communication in negotiation. They provide strategies for active listening, asking open-ended questions, and reframing issues to promote understanding and collaboration. The authors emphasize the value of empathy and understanding the other party's perspective.

The book also delves into the concept of power in negotiation. Fisher and Ury argue that power should be used to educate and persuade, rather than coerce or manipulate. They provide strategies for building and using power effectively, such as developing alternatives and BATNA (Best Alternative to a Negotiated Agreement).

Furthermore, the authors address the challenges of negotiation, including dealing with difficult people and managing emotions. They provide techniques for handling difficult negotiators, such as using principled negotiation and focusing on interests. They also discuss the importance of managing emotions and maintaining a constructive atmosphere during negotiations.

In the final section of the book, Fisher and Ury explore negotiation in specific contexts, such as business, family, and international relations. They provide examples and case studies to illustrate how the principles and strategies discussed earlier can be applied in different situations.

Overall, "Negotiation" by Roger Fisher and William Ury is a comprehensive guide that offers valuable insights and practical advice for anyone involved in negotiation. The book emphasizes the importance of understanding interests, effective communication, and principled negotiation to achieve successful outcomes.

1. Separate the people from the problem

One of the key takeaways from the book "Negotiation" is the importance of separating the people from the problem. The authors emphasize that negotiations often become difficult and contentious because people's emotions and egos get involved. By focusing on the problem at hand and not letting personal feelings interfere, negotiators can find common ground and work towards a mutually beneficial solution.

This concept is particularly relevant in any negotiation, whether it's a business deal or a personal dispute. By acknowledging and addressing the emotions and concerns of all parties involved, negotiators can create an environment of trust and collaboration, leading to more successful outcomes.

2. Focus on interests, not positions

Another valuable insight from the book is the importance of focusing on interests rather than positions. Often, negotiators get stuck in rigid positions, making it difficult to find a compromise. By understanding the underlying interests and motivations of each party, negotiators can explore creative solutions that meet everyone's needs.

This approach encourages a win-win mindset, where both parties can achieve their objectives without sacrificing too much. By shifting the focus from positions to interests, negotiators can uncover common ground and explore alternative solutions that may not have been initially apparent.

3. Use objective criteria

The book also emphasizes the use of objective criteria in negotiations. Instead of relying solely on subjective opinions or personal preferences, negotiators should seek out objective standards that can guide the decision-making process.

By using objective criteria, negotiators can avoid getting caught up in power struggles or emotional arguments. This approach helps to create a fair and rational framework for reaching agreements, ensuring that both parties feel their interests are being considered.

4. Develop a BATNA

A key concept introduced in the book is the idea of developing a BATNA (Best Alternative to a Negotiated Agreement). Having a strong BATNA gives negotiators leverage and confidence during the negotiation process.

By identifying and developing alternative options, negotiators can avoid being overly dependent on a single outcome. This allows them to negotiate from a position of strength and flexibility, increasing the likelihood of achieving a favorable outcome.

5. Separate the negotiation from the relationship

The book also highlights the importance of separating the negotiation from the relationship. While negotiations may be challenging and contentious, it's crucial to maintain a positive and respectful relationship with the other party.

By separating the negotiation from the relationship, negotiators can avoid personal animosity and focus on finding a mutually beneficial solution. This approach helps to preserve long-term relationships and opens the door for future collaborations.

6. Aim for objective criteria

Another valuable takeaway from the book is the importance of aiming for objective criteria in negotiations. Instead of relying on subjective opinions or personal biases, negotiators should strive to find objective standards that can guide the decision-making process.

By using objective criteria, negotiators can create a fair and transparent framework for reaching agreements. This approach helps to minimize conflicts and ensures that both parties feel their interests are being considered.

7. Use active listening

The book emphasizes the importance of active listening in negotiations. By truly understanding the other party's perspective and concerns, negotiators can build rapport and trust.

Active listening involves giving full attention to the speaker, asking clarifying questions, and summarizing their points to ensure understanding. This approach helps to create a collaborative atmosphere and increases the likelihood of finding mutually beneficial solutions.

8. Aim for win-win solutions

Lastly, the book encourages negotiators to aim for win-win solutions. Instead of approaching negotiations as a zero-sum game, where one party's gain is the other's loss, negotiators should strive to find solutions that benefit all parties involved.

By focusing on mutual gains and exploring creative options, negotiators can build trust and foster long-term relationships. This approach leads to more sustainable agreements and paves the way for future collaborations.