Fishers Getting to Yes or Getting Past No - Book Report/Review Example

Book Report/Review, Management Introduction Fisher’s book Getting to Yes or Getting Past No provides a clear and progressive strategy for resolving every sort of conflict effectively. It explains how one can deal with conflicts involving children, neighbors, parents, employers, employees, groups, customers, and diplomats among others. The book talks about principled negotiation to resolve any kind of conflict, first published in 1981 by Roger Fisher and William Ury and Patton, the writers founded the first Negotiation program at Harvard Law School and their teachings about effective negotiations are greatly accepted World Wide. It has helped in arriving at the best results in very difficult negotiations. This book brings out the key features of a principled negotiation. It argues that, there is need to separate people from the problem. When solving disputes one should focus on interests, not positions, encourage mutual gain, and finally insist on objective criteria. The main principle “Do not bargain over positions. Bargain over interests’’ Fisher agues that bargaining over positions causes anger and bitterness while bargaining over interests will lead to a win- win outcome. He urges us to think again about negotiations. Instead of a competitive debate between two fixed positions, we should work to realize the goals and needs of all parties. Ask questions where it is unclear to arrive at a win-win position. A wise agreement meets the legitimate interests of each party in the negotiation, it results in a fair and durable resolution, takes community’s interests into account, and the process is efficient and amicable. The author concludes, “Ultimately, however, conflict lies not in objective reality, but in people’s heads” (p. 22). It is easier to deal with peoples’ perception of the truth rather than the actual truth. The key factor is being able to understand the other person’s perception of the world in general and specifically the problem. The aim of any negotiation is to reach a wise agreement. To satisfy both parties and meet the legitimate interests of all parties to an extent possible. The negotiations further endeavor to resolve those with conflicting interests, and ensure that the agreement will last for long and enhance stronger party relationship. Factors of a principled negotiation found in Fishers’ book include, separating people from the issues or positions, focusing on interests, particularly mutual interests, preparation for the negotiation, investing in options as well as choosing the perfect criteria to reach an agreement. Separating people from the problem or issue There is need to separate people from the problem to be solved and be dealt with independently. Fisher tries to relate problems of perception, emotion, and communication (p.22) .The book states that how people see things counts because it defines what people consider as problems or challenges and their solutions. Different people perceive different things and situations differently at different times. I have learnt that human beings’ understanding of a problem may be different. In any conflict, attacking the problem rather than the person is important. Sometimes the person and the problem are closely related and making statements like “This room is dirty” points to the person who is responsible for tidying the room. In such cases, we should avoid comments that will attach the person to a problem. Separating people from the problem involves three areas: Emotions, perception and communication. Emotions Problems come with emotions; some come with bitterness and anger, mistrust or distrust, fear, anxiety. These emotions are interrelated with substantive issues in the dispute making negotiation difficult. I have learnt that emotional responses may not solve a conflict. Active listening skills, speaking skills, creativity, and understanding are required. There are also communication problems. Disputants may not be talking to each other but their comments attack the opponent. Instead of hearing what the opponent has to say, they may be busy planning on how to attack their opponents. Misinterpretations and misunderstandings may also occur as much as both parties are listening and talking to each other. I have learnt that, to deal with communication problems, it is wise to be attentive and listen to what the other party has to say. To ask for clarification when I have not understood what the other party has said to avoid misinterpretations and possible misunderstandings. Negotiating about interests means that one negotiates what they consider most important to them, what they really need and can compromise anything to have them. Interests may not be the same and may be conflicting or the parties may be fighting for a common interest. The parties are therefore encouraged to invent options that benefit both of them. As a negotiator, I should find fair options that benefit both parties. I have understood that negotiation should not be a win-lose competition. It should give room for both parties to win and strengthen their relationship. To simplify the negotiation process, there is need to found objective criteria for fairness. If we are negotiating over the price of a house, we can look for a similar house and observe its price. This makes it possible to accept offers and obtain fairness. I have learnt that as a good negotiator, I need to know my alternatives. I should always have options. To avoid making unsatisfactory agreements or reject agreements that might be of benefit to me. I need to know the objective of the negotiation and fulfill it before concluding the negotiation. I have learned the various techniques to develop options that will satisfy the interests of both sides in a negotiation. Focusing on the mutual interests of the parties rather than their differences will create options. There are certain inhibitors to a successful negotiation. Premature judgment where one immediately criticizes an idea that differs from what is stated can lead to premature judgment. Critical thinking and creativity is required. Give room for adjustments where the ideas given are more likely to bring understanding and mutual benefit to the parties is important. One should avoid looking for a single answer to a problem. I have learnt that as a negotiator, I need to understand that there are various solutions to a problem. The best solution is the one that benefits both parties and accomplish the objectives of the negotiation. I should be clarify information and avoid assumptions which may lead to pre mature judgments. After reading the book, I realized that the purpose of any negotiation is not to get what one want or to create a competition where one party has to lose for the other to win. The bottom line of any negotiation is to develop relationships and create good substantive positive result. In some instances, there is a slight difference between the person and the position. For instance, if a person makes a statement like “The kitchen is dirty” such a statement is difficult to separate from the person with the responsibility of cleaning the kitchen. It is definite that the person responsible for cleaning the kitchen will be offended. Positional bargaining might serve us well sometimes such as haggling in the market over the price of goods enable us save a coin. This poses a critique to Fisher’s principles of negotiation where he says that a person needs separation from the problem and negotiation should not include bargaining. However, Getting to Yes or Getting Past No still gives us a proper guideline on how to solve conflicts effectively. In conclusion, all circumstances where people stay together, there will always be conflicts. This book comes up with a technique to create a “win” for everyone. The author focuses on building a relationship and finding a durable solution to problems. He teaches us to be hard on the problems and easy on people in the negotiation process. I joined a negotiating workshop and was surprised to see that very many people not only read, but also practice Fisher’s principles of negotiation. Practicing these principles has enabled me establish long lasting relationships with friends, families, teachers and even doctors. Getting to Yes or Getting Past No is one of the best negotiation books one can ever read. This book serves as a guideline to solve disputes even in the most difficult negotiations. This indicates that, this book can work for any negotiation in life. Thinking before reacting when emotions and self- interests overwhelm us at negotiation table is the hard and most important task to accomplish. Negotiation becomes successful when both parties result in mutual gain. Work cited Fisher, Roger, and William Ury. Getting to Yes: Negotiating an Agreement Without Giving in. London: Random House Business, 2012. Print. Read More