Getting To Yes (Animated Summary) | How to Win Any Negotiation? | Roger Fisher & William Ury

Introduction

This tutorial provides a step-by-step guide based on the principles from "Getting To Yes" by Roger Fisher and William Ury. The book offers valuable insights into the art of negotiation, helping readers achieve favorable outcomes in various situations. Whether you're negotiating a salary, closing a deal, or resolving conflicts, these techniques will enhance your negotiation skills.

Step 1: Separate People from the Problem

• Approach negotiations by distinguishing the personal relationships from the issues at hand.
• Focus on understanding the other party's perspective and emotions.
• Maintain a positive relationship to facilitate better communication and resolution.

Step 2: Focus on Interests, Not Positions

• Identify the underlying interests behind the positions of both parties.
• Instead of arguing over fixed positions, explore what both sides truly need.
• Ask open-ended questions to uncover interests and foster collaboration.

Step 3: Generate Options for Mutual Gain

• Brainstorm a variety of possible solutions before deciding on a single option.
• Encourage creativity and think outside the box to find win-win solutions.
• Involve all parties in the brainstorming process to ensure everyone feels heard.

Step 4: Use Objective Criteria

• Base agreements on objective standards rather than subjective opinions.
• Research fair standards or benchmarks relevant to the negotiation.
• Present data, research, or industry standards to support your proposals and decisions.

Step 5: Know Your Best Alternative to a Negotiated Agreement (BATNA)

• Identify your best alternative if the negotiation does not reach an agreement.
• Understand your options thoroughly to strengthen your negotiating position.
• Be prepared to walk away if your interests cannot be met.

Step 6: Communicate Effectively

• Practice active listening to ensure understanding of the other party’s points.
• Use clear and concise language to convey your interests and proposals.
• Demonstrate empathy and respect, which can help in building trust.

Conclusion

Mastering negotiation requires practice and an understanding of key principles. By separating people from problems, focusing on interests, generating options for mutual gain, using objective criteria, knowing your BATNA, and communicating effectively, you can enhance your negotiation skills. Consider applying these strategies in your next negotiation to achieve better outcomes and foster positive relationships.