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Roger Fisher and William Ury - Seven Concepts from Getting To Yes

Roger Fisher and William Ury - Seven Concepts from Getting To Yes

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12/30/2014

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Nancy C. Mays
EDU 640
\u201cGetting to Yes, Negotiating Agreement Without Giving In\u201d by
Roger Fisher and William Ury
SEVEN CONCEPTS:
1.

\u201cAny method of negotiation may be fairly judged by three criteria. It
should produce a wise agreement if agreement is possible. It should be
efficient. And it should improve or at least not damage the
relationship between the parties.\u201d (page 4)

2.
\u201cThe most common form of negotiation,\u2026depends upon successfully
taking--- and then giving up\u2014a sequence of positions.\u201d (page 4).

\u201c\u2026two styles of positional bargaining are soft and hard.
\u2026the soft negotiating game emphasis the importance of building
and maintaining the relationship. In positional bargaining, a hard
game dominates a soft one. If the hard bargainer insist on
concessions and makes threats while the soft bargainer yields in
order to avoid confrontation and insists on agreement, the
negotiating game is biased in favor of the hard player.\u201d (page 8).

3.

\u201c There is a straightforward method of negotiation called \u2018principled
negotiation\u2019 or \u2018negotiation on the merits\u2019. The four points that define
this method of negotiation can be used under almost any
circumstance.\u201d (page 10-11). The four points are:

a. People\u2026Separate the people from the problem
b. Interests\u2026Focus on interests, not positions
c. Options\u2026.Generate a variety of possibilities before deciding

what to do
d. Criteria\u2026.Insist that the result be based on some objective
standard

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