Negotiating Agreement Without Giving By Roger Fisher And William Ury

1470 Words6 Pages
Getting to Yes - Negotiating Agreement Without Giving In by Roger Fisher and William Ury was “first printed in 1981 and has practically develop into a common study for just about any beginner enthusiastic about understanding the art and science of negotiation.”(Bajaj) The reader should bear in mind however, while although still an invaluable read, negotiation theory hasn 't remained static within the years. Many negotiation writers have challenged some areas of Fisher and Urys model and approach as negotiation itself has evolved as a result of rapid changes in business. The four key steps in which define this imaginative slant to the Fisher and Ury method provides a novel and invigorating style to conducting negotiations within our busy and ever changing business climate. “Their methodology opposes the fixed-pie mentality which still predominates a lot of our negotiating culture.” (Bajaj) The situation as seen at a first glance reveals exactly how we frequently become embroiled in an unwanted and embittered tussle over entrenched positions. Put simply they did not start to see the dilemma, and focused an excessive amount on winning instead of earning a mutually profitable deal. The authors were also the first ever to coin the acronym BATNA or Best Option to a Negotiated Agreement. This term essentially describes the requirement to conceive of making and developing back up plans when everything else fails. Invariably, not really our best intentions to get agreement will
Get Access