Getting Past No Summary By Roger Fisher

Gina Blair and Daniel Trent cooperate and collaborate to achieve a common objective throughout their negotiation. A cooperative negotiation style is demonstrated as they combine their points of view regarding their clients concerns with outcomes to effectively solve the issues raised. The main focus of the negotiation is to reach an agreement rather than a continuous dispute. Accordingly, the conflicting objectives were resolved by compromises and solutions but forward by both Gina and Daniel. The negotiation style used between Gina and Daniel is described as principled negotiation where both parties jointly attack the problems arising to achieve a compromise.

Negotiation is a fundamental form of dispute resolution involving two or more parties (Michelle, M.2003). Negotiations can also take place in order to avoid any future disputes. It can be either an interpersonal or inter-group process. Negotiations can occur at international or corporate level and also at a personal level. Negotiations often involve give and take acknowledging that there is interdependence between the disputants to some extent to achieve the goal. This means that negotiations only arise when the goals cannot be achieved independently (Lewicki and Saunders et al., 1997). Interdependence means the both parties can influence the outcome for the other party and vice versa. The negotiations can be win-lose or win-win in nature.

In this course, I have learned that it is possible to dramatically improve my ability to negotiate. I can improve my monetary returns and feel better about myself and the people with whom I deal. I also learned that there are several ways to test my intuition and approach. The course provided me with an opportunity to assess my “instinctive” bargaining style and provides suggestions for how to further develop my bargaining abilities. The negotiation exercises were a good way to cement several of the concepts from the book and lecture and gave me several opportunities to get to know my classmate more and test some new insights with them.

“Successful negotiation is not about getting to ‘yes’; it’s about mastering ‘no’ and understanding the path to an agreement is” (Christopher Voss). During the negotiation process, there are a lot of moving parts and personalities. In addition, hurt feelings can all too often get in the way. The bottom line of any negotiation is to reach a settlement that will mutually benefit both parties. It’s a challenging situation by which compromise or agreement is reached while attempting to avoid arguments and disputes.

saying action. This quote expresses the principle of negotiating first (speak softly) and if that

Leaving a negotioation sucessful can alter the course of a life in a subsequent way, that's why it's important to boost your sucess by making the right moves at the right time. This involves moving yourself into a position, where the result can be altered by you. Thus a lot of people are anxious about even starting a negotiation on the fear of ending up in a worse position, than they inhabit now. Even though getting rejected can set you back, the possible gain mostly outweighs the risk by far. By taking action and increasing your chances of turning the propounding into bargaining, negotioation will eventually happen. It's not just about moving your position, it's also about getting your opposite party to a position, in which they are willing

Negotiation is one of the most common approaches used to make decisions and manage disputes. It is also the major building block for many other alternative dispute resolution procedures. According to Christopher W (2012), negotiation is the principal way that people redefine an old relationship that is not working to their satisfaction or establish a new relationship where none existed before. Because negotiation is such a common problem-solving process, it is in everyone 's interest to become familiar with negotiating dynamics and skills. This section is designed to identify what worked well and not well in the negotiation. In addition, to present strategies that generally makes the negotiation more efficient and improvement in the next

It is a complex social process which already becomes part and parcel of our society.

Getting to YES, Negotiating Agreement Without Giving In is an excellent book that discusses the best methods of negotiation. The book is divided into three sections that include defining the problem, the method to solve it, and possible scenarios that may arise when using these methods. Each section is broken down into a series of chapters that is simple to navigate and outlines each of the ideas in a way that is easy for any reader to comprehend. There are also several real life explanations for each issue that make the concepts easier to apply and understand. These ideas are reflective of a method developed by the Harvard Negotiation Project called “principled negotiation”. This method combines the two ideas of soft and hard negotiation

Whether or not we are aware of it, each of us is faced with an abundance of conflict each and every day. From the division of chores within a household, to asking one's boss for a raise, we've all learned the basic skills of negotiation. A national bestseller, Getting to Yes, introduces the method of principled negotiation, a form of alternative dispute resolutions as opposed to the common method of positional bargaining. Within the book, four basic elements of principled negotiation are stressed; separate the people from the problem, focus on interests instead of positions, invest options for mutual gain, and insist on using objective criteria. Following this section of the book are suggestions for problems that may occur and finally a

The prompt decision taken in a tense environment inhibits us to invent options. Also, premature judgement leads to unfavorable results. With the given arduous circumstance, our need to get our point of view across dominates the actual need of knowing each other’s interests. It is crucial to expand our imagination and search for alternate substitutes in order to accomplish a successful negotiation. Another distinctive approach is analysis. “Diagnose the problem: Sort symptoms into categories. Suggest causes. Observe what is lacking. Note barriers to resolving the problem” (Fisher & Ury, 1983, p.69). Dividing the problem into various categories and analyzing them reduces the complexity of the issue and creates a stress free environment. Sometimes when we are under pressure we forget to observe key points or minute things which help us in resolving any dispute with ease. Nonetheless, the ability to observe and anatomize a problem is mastered with

The title was ‘Using Emotions as You Negotiate' where it teach how using your emotions correctly during negotiating can be helpful. This is really a new experience for me since I have never negotiated before. I believe that at some part in my life, I will have to negotiate with other people whether in daily life or business. For the negotiation to end successfully, as the book said I will need to understand the other person that I am negotiating with. The usage of positive connotation is also important in negotiation. This is to elevate the mood of the situation and it usually end with a successful negotiation. The book also introduces some of the metaphors that have positive emotion such as "I feel we're trying to swim upstream. How can we make this easier for both of us?" which I think would be useful when I am in negotiation with my business partner. One of the important advice that I think is very important is never to speak when you are angry. Anger can never seal the deal, it will only destroy it. Last but not least, the book also teaches me to be respectful to the person I am negotiating with. This is true because, in the corporate world, we all have our own status. It would be helpful in the negotiation situation if we acknowledge their status. The advice from this short chapter is really helpful for me since I am entering the career world after this

“Getting To Yes” is an excellent book that is very easy to read. Every chapter has some excellent points that can always help negotiate an agreement without giving in completely. I am a manager of a directional drilling company in Midland. I have 39 employees that are under me. By reading this book it has given me plenty of tools to talk to my guys in situations where both of us need to compromise to get what we want.

A ruthless, aggressive and cold blooded negotiation style is the framework approach most people have when it comes to negotiation,[6] a theoretical example of that is Adversarial Approach Style Negotiation.[6] But in reality, as mentioned by experts and researchers such as Fisher and Ury [3] it doesn’t have to be that way. As the world moves to more sophisticated platforms of communication, negotiation follows the trend and Problem-Solving Approach(citation) is in a way, the “antidote" of Adversarial Approach Style Negotiation. Getting to YES[3] suggest an Interest-Based Model for the use of Problem-Solving Approach. Interest-Based Model focus on separating the person (positional) from the problems (resolution) and then concentrate on the resolution. This way allowing for both parties in a distributive way to get the results they both want.

In this article, the author tries to show 6 major mistakes which may occur in a negotiation. This article is a kind of manual to understand and have successful negotiation. The author also gives advice for a good negotiation.