Getting to Yes
This is an excerpt from the paper...
Fisher, Ury, and Patton in their book Getting to Yes discuss negotiating as a matter of hard bargaining. They divide negotiation into soft and hard negotiation, stating that the soft negotiator wants to avoid personal conflict and so makes concessions readily in order to reach agreement. The authors state that the soft negotiator wants an amicable resolution and so often ends up feeling exploited and bitter. The hard negotiator, on the other hand, sees any situation as a contest of wills in which the stronger side, the side that takes the most extreme positions and holds out longer, fares best. The hard negotiator wants to win but usually ends of producing an equally hard response, exhausting himself and his resources and harming his relationship with the other side (Fisher, Ury, and Patton, 1991, xviii). Fisher, Ury, and Patton write about an alternative to soft or hard bargaining, and they call it principled negotiation as developed at Harvard, another version of the win-win approach: The method of principled negotiation is hard on the merits, soft on the people. It employs no tricks and no posturing. Principled negotiation shows you how to obtain what you are entitled to and still be decent. It allows you to be fair while protecting you against those who would take advantage of your fairness (Fisher, Ury, and Patton, 1991, xviii) . In the course of their book, Fisher, Ury, and Patton provide a number of ideas and suggestions as to how to negotiation in a way tha
. . .
terests of the other person involved. Of particular importance is the interest the other side has in the issue under negotiation. Ury points out that the ideal situation is one of joint problem-solving, though in the real world there are numerous barriers to such an effort, including "powerful reactions, hostile emotions, rigid positions, strong dissatisfactions, and aggressive power plays" (Ury 28). The breakthrough strategy suggested by Ury is designed to overcome such barriers.
The method used is one that recognizes the objections and concerns of the other person and answers them, redirects them, or overcomes them but never ignores them. Ury offers specific advice on how to deal with different issues and situations. The assumption is that the type of negotiation for which this method is best-suited is one that involves a confrontation between opposing interests, interests that will maintain a degree of rigidity that has to be overcome to get the other side to change its position. Some of the actions to be taken will reduce any hostility shown by the other side, determine what the other side really wants, find what the other side will accept, and bring the negotiation to a point of agreement. Ury says that his breakthro
. . .
Some common words found in the essay are:
Negotiating Game, Program Negotiation, Ury Patton, Getting Yes, Getting Past, Fisher Ury, ury patton, fisher ury, fisher ury patton, William Ury, principled negotiation, York Bantam, successful negotiator, successful negotiation, soft hard, hard bargaining, York Harper, York Penguin, ury patton 1991, course book, success failure, 1991 xviii, patton 1991 xviii, soft hard bargaining,
Approximate Word count = 1792
Approximate Pages = 7 (250 words per page)
More Essays on Getting to Yes
|
Customer Service
to Over
32,000 Professionally Written Papers!!!
