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Nancy C.

Mays EDU 640 “Getting to Yes, Negotiating Agreement Without Giving In” by Roger Fisher and William Ury


“Any 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.” (page 4)


“The most common form of negotiation,…depends upon successfully taking--- and then giving up—a sequence of positions.” (page 4). “…two styles of positional bargaining are soft and hard. …the 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.” (page 8).


“ There is a straightforward method of negotiation called ‘principled negotiation’ or ‘negotiation on the merits’. The four points that define this method of negotiation can be used under almost any circumstance.” (page 10-11). The four points are: a. People…Separate the people from the problem b. Interests…Focus on interests, not positions c. Options….Generate a variety of possibilities before deciding what to do d. Criteria….Insist that the result be based on some objective standard

Nancy C. Mays EDU 640 4. “If you want someone to listen and understand your reasoning, give your interest and reasoning first and your conclusions or proposals later.” (page 52).

5. “The key to wise decision making, whether in wine making, baseball or negotiation, lies in selecting from a great number and variety of options.” (page 66). 6. “You should not expect success in negotiation unless you are able to make the other side an offer they find more attractive than their BATNA---their Best Alternative to a Negotiated Agreement.” (page 177). 7. “The best rule of thumb is to be optimistic----to let your reach exceed your grasp.” “….The more you try for, the more you are likely to get. Studies of negotiation consistently show a strong correlation between aspiration and result. Within reason, it pays to think positively.” (page 179).