Nancy C.

Mays
EDU 640

“Getting to Yes, Negotiating Agreement Without Giving In” by

Roger Fisher and William Ury

SEVEN CONCEPTS:

1. “Any method of negotiation may be fairly judged by three criteria. It

should produce a wise agreement if agreement is possible. It should be
efficient. And it should improve or at least not damage the relationship
between the parties.” (page 4)

2. “The most common form of negotiation,…depends upon successfully

taking--- and then giving up—a sequence of positions.” (page 4).

“…two styles of positional bargaining are soft and hard.

…the soft negotiating game emphasis the importance of building
and maintaining the relationship. In positional bargaining, a hard
game dominates a soft one. If the hard bargainer insist on
concessions and makes threats while the soft bargainer yields in
order to avoid confrontation and insists on agreement, the
negotiating game is biased in favor of the hard player.” (page 8).

3. “ There is a straightforward method of negotiation called ‘principled

negotiation’ or ‘negotiation on the merits’. The four points that define
this method of negotiation can be used under almost any
circumstance.” (page 10-11). The four points are:

a. People…Separate the people from the problem

b. Interests…Focus on interests, not positions
c. Options….Generate a variety of possibilities before deciding
what to do
d. Criteria….Insist that the result be based on some objective
standard
 Nancy C. Mays
EDU 640

4. “If you want someone to listen and understand your reasoning,

give your interest and reasoning first and your conclusions or
proposals later.” (page 52).

5. “The key to wise decision making, whether in wine making, baseball or

negotiation, lies in selecting from a great number and variety of
options.” (page 66).

6. “You should not expect success in negotiation unless you are able to
make the other side an offer they find more attractive than their
BATNA---their Best Alternative to a Negotiated Agreement.” (page
177).

7. “The best rule of thumb is to be optimistic----to let your reach exceed

your grasp.”
“….The more you try for, the more you are likely to get. Studies of
negotiation consistently show a strong correlation between aspiration
and result. Within reason, it pays to think positively.” (page 179).