StudentShare
Contact Us
Sign In / Sign Up for FREE
Search
Go to advanced search...
Free

Fishers Getting to Yes or Getting Past No - Book Report/Review Example

Cite this document
Summary
From the paper "Fishers Book Getting to Yes or Getting Past No" it is clear that Getting to Yes or Getting Past No is one of the best negotiation books one can ever read. This book serves as a guideline to solve disputes even in the most difficult negotiations…
Download full paper File format: .doc, available for editing
GRAB THE BEST PAPER98.7% of users find it useful
Fishers Book Getting to Yes or Getting Past No
Read Text Preview

Extract of sample "Fishers Getting to Yes or Getting Past No"

Book Report/Review, Management Introduction Fisher’s book Getting to Yes or Getting Past No provides a clear and progressive strategy for resolving every sort of conflict effectively. It explains how one can deal with conflicts involving children, neighbors, parents, employers, employees, groups, customers, and diplomats among others. The book talks about principled negotiation to resolve any kind of conflict, first published in 1981 by Roger Fisher and William Ury and Patton, the writers founded the first Negotiation program at Harvard Law School and their teachings about effective negotiations are greatly accepted World Wide. It has helped in arriving at the best results in very difficult negotiations. This book brings out the key features of a principled negotiation. It argues that, there is need to separate people from the problem. When solving disputes one should focus on interests, not positions, encourage mutual gain, and finally insist on objective criteria. The main principle “Do not bargain over positions. Bargain over interests’’ Fisher agues that bargaining over positions causes anger and bitterness while bargaining over interests will lead to a win- win outcome. He urges us to think again about negotiations. Instead of a competitive debate between two fixed positions, we should work to realize the goals and needs of all parties. Ask questions where it is unclear to arrive at a win-win position. A wise agreement meets the legitimate interests of each party in the negotiation, it results in a fair and durable resolution, takes community’s interests into account, and the process is efficient and amicable. The author concludes, “Ultimately, however, conflict lies not in objective reality, but in people’s heads” (p. 22). It is easier to deal with peoples’ perception of the truth rather than the actual truth. The key factor is being able to understand the other person’s perception of the world in general and specifically the problem. The aim of any negotiation is to reach a wise agreement. To satisfy both parties and meet the legitimate interests of all parties to an extent possible. The negotiations further endeavor to resolve those with conflicting interests, and ensure that the agreement will last for long and enhance stronger party relationship. Factors of a principled negotiation found in Fishers’ book include, separating people from the issues or positions, focusing on interests, particularly mutual interests, preparation for the negotiation, investing in options as well as choosing the perfect criteria to reach an agreement. Separating people from the problem or issue There is need to separate people from the problem to be solved and be dealt with independently. Fisher tries to relate problems of perception, emotion, and communication (p.22) .The book states that how people see things counts because it defines what people consider as problems or challenges and their solutions. Different people perceive different things and situations differently at different times. I have learnt that human beings’ understanding of a problem may be different. In any conflict, attacking the problem rather than the person is important. Sometimes the person and the problem are closely related and making statements like “This room is dirty” points to the person who is responsible for tidying the room. In such cases, we should avoid comments that will attach the person to a problem. Separating people from the problem involves three areas: Emotions, perception and communication. Emotions Problems come with emotions; some come with bitterness and anger, mistrust or distrust, fear, anxiety. These emotions are interrelated with substantive issues in the dispute making negotiation difficult. I have learnt that emotional responses may not solve a conflict. Active listening skills, speaking skills, creativity, and understanding are required. There are also communication problems. Disputants may not be talking to each other but their comments attack the opponent. Instead of hearing what the opponent has to say, they may be busy planning on how to attack their opponents. Misinterpretations and misunderstandings may also occur as much as both parties are listening and talking to each other. I have learnt that, to deal with communication problems, it is wise to be attentive and listen to what the other party has to say. To ask for clarification when I have not understood what the other party has said to avoid misinterpretations and possible misunderstandings. Negotiating about interests means that one negotiates what they consider most important to them, what they really need and can compromise anything to have them. Interests may not be the same and may be conflicting or the parties may be fighting for a common interest. The parties are therefore encouraged to invent options that benefit both of them. As a negotiator, I should find fair options that benefit both parties. I have understood that negotiation should not be a win-lose competition. It should give room for both parties to win and strengthen their relationship. To simplify the negotiation process, there is need to found objective criteria for fairness. If we are negotiating over the price of a house, we can look for a similar house and observe its price. This makes it possible to accept offers and obtain fairness. I have learnt that as a good negotiator, I need to know my alternatives. I should always have options. To avoid making unsatisfactory agreements or reject agreements that might be of benefit to me. I need to know the objective of the negotiation and fulfill it before concluding the negotiation. I have learned the various techniques to develop options that will satisfy the interests of both sides in a negotiation. Focusing on the mutual interests of the parties rather than their differences will create options. There are certain inhibitors to a successful negotiation. Premature judgment where one immediately criticizes an idea that differs from what is stated can lead to premature judgment. Critical thinking and creativity is required. Give room for adjustments where the ideas given are more likely to bring understanding and mutual benefit to the parties is important. One should avoid looking for a single answer to a problem. I have learnt that as a negotiator, I need to understand that there are various solutions to a problem. The best solution is the one that benefits both parties and accomplish the objectives of the negotiation. I should be clarify information and avoid assumptions which may lead to pre mature judgments. After reading the book, I realized that the purpose of any negotiation is not to get what one want or to create a competition where one party has to lose for the other to win. The bottom line of any negotiation is to develop relationships and create good substantive positive result. In some instances, there is a slight difference between the person and the position. For instance, if a person makes a statement like “The kitchen is dirty” such a statement is difficult to separate from the person with the responsibility of cleaning the kitchen. It is definite that the person responsible for cleaning the kitchen will be offended. Positional bargaining might serve us well sometimes such as haggling in the market over the price of goods enable us save a coin. This poses a critique to Fisher’s principles of negotiation where he says that a person needs separation from the problem and negotiation should not include bargaining. However, Getting to Yes or Getting Past No still gives us a proper guideline on how to solve conflicts effectively. In conclusion, all circumstances where people stay together, there will always be conflicts. This book comes up with a technique to create a “win” for everyone. The author focuses on building a relationship and finding a durable solution to problems. He teaches us to be hard on the problems and easy on people in the negotiation process. I joined a negotiating workshop and was surprised to see that very many people not only read, but also practice Fisher’s principles of negotiation. Practicing these principles has enabled me establish long lasting relationships with friends, families, teachers and even doctors. Getting to Yes or Getting Past No is one of the best negotiation books one can ever read. This book serves as a guideline to solve disputes even in the most difficult negotiations. This indicates that, this book can work for any negotiation in life. Thinking before reacting when emotions and self- interests overwhelm us at negotiation table is the hard and most important task to accomplish. Negotiation becomes successful when both parties result in mutual gain. Work cited Fisher, Roger, and William Ury. Getting to Yes: Negotiating an Agreement Without Giving in. London: Random House Business, 2012. Print. Read More
Cite this document
  • APA
  • MLA
  • CHICAGO
(“Getting to Yes or Getting Past No Book Report/Review”, n.d.)
Getting to Yes or Getting Past No Book Report/Review. Retrieved from https://studentshare.org/management/1487023-getting-to-yes-or-getting-past-no
(Getting to Yes or Getting Past No Book Report/Review)
Getting to Yes or Getting Past No Book Report/Review. https://studentshare.org/management/1487023-getting-to-yes-or-getting-past-no.
“Getting to Yes or Getting Past No Book Report/Review”, n.d. https://studentshare.org/management/1487023-getting-to-yes-or-getting-past-no.
  • Cited: 0 times

CHECK THESE SAMPLES OF Fishers Book Getting to Yes or Getting Past No

Negotiations:hypothetical analysis

Several principles from the book “getting to yes - Negotiating an agreement without giving in” by Fisher and Ury can be applied in the story presented.... Several principles from the book “getting to yes - Negotiating an agreement without giving in” by Fisher and Ury can be applied in the story presented....
3 Pages (750 words) Essay

Negotiation Plan for Interview with the Mayor of Boston

I have been pursuing this policy successfully for the past 35 years.... The paper "Negotiation Plan for Interview with the Mayor of Boston' presents the author and counterpart's interests, terms of a deal, intention what do if the negotiations reach an impasse, if the counterpart uses dirty tactics or refuses to negotiate, how to ensure compliance with the deal, etc....
9 Pages (2250 words) Assignment

The Story of a Night Party

'But of course, metaphysical poetry must necessarily be read in its contextualized framework of the period that is commonly called – but it is a gross error to call it so, although this is open to much debate, something I talk about in my last book, you know.... According to the paper 'The Story of a Night Party', Nonita settled herself on the couch more comfortably, sinking into the welcome oblivion behind the lamp-shade....
5 Pages (1250 words) Essay

Getting to Yes: Negotiating Agreement without Giving In

the book is edited by Bruce Patton and published by Houghton Mifflin Harcourt in 1991.... It is a non fiction book that made appearance in the Business Week for.... The purpose for the book is to educate the business leaders to develop well organized decisions and also help in the The book targets the procurement and business people who engage in negotiations in the daily.... This book has been a success as witnessed by its listing as a best seller....
6 Pages (1500 words) Book Report/Review

Short Story The Katherines Letter

She also said that she has made up her mind and that nothing can stop her from getting rid of the baby.... An author of the following essay "Katherine's Letter" seeks to share a personal story about a mysterious letter found in a book that belongs to a library.... As went through the pages of Marx and Engel's book, I noticed a piece of paper inserted in between the pages of the book....
9 Pages (2250 words) Essay

The Rising Number of Signatures in Hughs Fish Fight Campaign

This paper is intended to delve deep into the issue of overfishing.... The first part of the paper provides an explanation of the terms related to quotas in fishing.... In later parts of the paper, the relation between overfishing and environmental degradation has been investigated.... ... ... ... The study made for this paper gives a strong hint towards the impending danger that awaits mankind and interpretations of the findings are presented to show the depth of the problem....
12 Pages (3000 words) Research Paper

Getting to Yes by Roger Fisher William Ury

The paper "getting to yes by Roger Fisher William Ury" describes that to get better result the reader should try by starting applying these negotiation tactics by focusing on simple issues before engaging in a dispute that requires making hard decisions.... getting to yes the third edition brings all the possible alternatives to reach solutions to problems amicably without the parties involved feeling sidelined.... The third edition is more reader-friendly, and has maximized on past critics of the previous versions and incorporating ideas from readers, and has come up with a more comprehensive copy....
6 Pages (1500 words) Book Report/Review

The Gender Role in Children's Literature

Robins and jack have both been portrayed as fighters since they have a plan to fight the Villains, they were also wild tree climbers which is associated with males, Tarzan together with Alladin is portrayed as courageous boys, very adventures and always getting into trouble which are gender roles associated with the males and not the females....
8 Pages (2000 words) Assignment
sponsored ads
We use cookies to create the best experience for you. Keep on browsing if you are OK with that, or find out how to manage cookies.
Contact Us