Getting to Yes

NEGOTIATIONS

Getting to YES: pages 1-57

I really found very interesting the concept of focusing on interests, not positions. You can gain the maximum in the shortest time. However I am not sure how a negotiator should proceed when both parties have the same interest in a negotiation. This will result in bargaining; thus the most powerful and tough will most probably gain the most making the other party to feel unsatisfied. Please provide your advice.

Communication is probably the most important factor in negotiation process. It allows both sides to point their views, to find common fields of agreement and the reasons for disagreement. However it takes a long to create trustful relationships that will enable both sides to get the best possible solution. Moreover not all cultures are the same in the communication process. Americans are usually freer than Asians or Japanese. You can talk to a General in his first name whilst the same approach in other more conservative cultures may be disrespectful.

Getting to YES: pages 58-111

Both chapters 4 and 5 are crucial in negotiation process. I believe that smart negotiators know that they can benefit more by creating new ideas through the brainstorming technique and by implementing the four basic steps for inventing options, rather than seeing the others as competitors. We had the opportunity through the ‘egg’ team play in class to see how both sides can gain the most by defining the exact field of interest and discussing different options for mutual agreement. In addition the use of objective criteria can make the difference and can be an important tool in a negotiation process. However I am not sure how easy is to implement these techniques when you see a ‘wall’ on the opposite side, thus I would like your comment. I understand