Getting Past No Summary By Roger Fisher

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Getting Past No Summary After reading the book Getting to Yes by Roger Fisher and William Ury, Getting past No is like a sequel, where the author tries to address the basic concern that each one of us faces while negotiating, the problem of other side being stubborn on a “NO” and not ready to negotiate when we are trying to adopt a principled negotiation approach. Ury introduces he concept of Joint Problem Solving and suggests that as negotiators instead of attacking each other, we should attack the problem jointly. We should focus on the interests of both the groups and preserve our relationship with them. He recommends being soft on people and hard on the problems. The author has identified the five barriers to negotiation and has…show more content…
By doing so we disconnect ourselves from our emotions and can focus on our BATNA (best alternative to a negotiated agreement) to decide whether it is a wise decision to negotiate. It is important to recognize the tactic the other party may play to make us react to the situation. They may either plat stone walls (demonstrate no flexibility), may attack by forcing us and making us uncomfortable (so that you surrender to the situation ) or may play tricks such as manipulating the data and making additional last minute demand. Identifying the tactic played helps to neutralize its effect. It is also important to recognize what we are feeling by the tactics played or to the emotional susceptibilities i.e. hot buttons. Once we have recognized them, we can then prepare to control your natural reaction when the other party triggers our hot buttons. The author suggests not taking decisions on the spot, instead suggests buying time. He recommends either pausing or taking a break to buy time for oneself for going to the balcony. Step to their side Once we have controlled your reactions it is important to control the other side’s emotions and create a favourable environment to negotiate. We can surprise the other side by not acting in a way they expect us to act and thus disarm the other side. To step to the other side it is important that we listen and

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