Getting to Yes

What's "Getting Ready to Negotiate" about?

• Purpose of the book: "Getting Ready to Negotiate" by Roger Fisher and Danny Ertel is a workbook designed to help individuals prepare effectively for negotiations.
• Focus on preparation: It emphasizes the importance of preparation in achieving successful negotiation outcomes, providing a structured approach to getting ready.
• Seven Elements of Negotiation: The book introduces seven key elements—Interests, Options, Alternatives, Legitimacy, Communication, Relationship, and Commitment—that are crucial for effective negotiation.
• Practical tools and forms: It offers practical tools, forms, and examples to guide readers through the preparation process, making it applicable to various negotiation scenarios.

Why should I read "Getting Ready to Negotiate"?

• Enhance negotiation skills: The book provides a systematic approach to improve negotiation skills, making it valuable for both beginners and experienced negotiators.
• Real-world applicability: It offers practical advice and tools that can be applied to a wide range of negotiation contexts, from business to personal situations.
• Build confidence: By focusing on preparation, the book helps readers feel more confident and less anxious about entering negotiations.
• Improve outcomes: The structured preparation process outlined in the book aims to lead to better negotiation outcomes by addressing all critical elements.

What are the key takeaways of "Getting Ready to Negotiate"?

• Preparation is crucial: Effective negotiation begins with thorough preparation, which involves understanding both your own and the other party's interests.
• Seven Elements framework: The book's framework—Interests, Options, Alternatives, Legitimacy, Communication, Relationship, and Commitment—provides a comprehensive checklist for preparation.
• Systematic approach: Using a systematic approach to preparation can help negotiators avoid common pitfalls and improve their chances of success.
• Practical tools: The book offers practical tools and forms to help organize thoughts and strategies before entering a negotiation.

What are the Seven Elements of Negotiation in "Getting Ready to Negotiate"?

• Interests: Focus on the underlying needs and desires of both parties, rather than just positions or demands.
• Options: Explore a range of possible solutions that can satisfy the interests of both parties.
• Alternatives: Identify your Best Alternative to a Negotiated Agreement (BATNA) to know when to walk away.
• Legitimacy: Use objective criteria and standards to ensure fairness and persuade the other party.
• Communication: Prepare for effective two-way communication to avoid misunderstandings and build rapport.
• Relationship: Consider the impact of the negotiation on the ongoing relationship between parties.
• Commitment: Plan for clear, realistic commitments that both parties can agree to and implement.

How does "Getting Ready to Negotiate" suggest improving negotiation preparation?

• Systematic preparation: The book emphasizes using a systematic approach to cover all aspects of negotiation preparation.
• Use of forms and tools: It provides forms and tools to help organize and clarify thinking about negotiation elements.
• Review and practice: Encourages reviewing past negotiations to learn from experience and practicing preparation skills regularly.
• Collaboration and feedback: Suggests involving colleagues or peers for feedback and to serve as a sounding board during preparation.

What is the role of "Interests" in negotiation according to "Getting Ready to Negotiate"?

• Focus on needs: Interests represent the underlying needs, desires, and concerns that drive negotiation positions.
• Avoid positional bargaining: By focusing on interests rather than positions, negotiators can find creative solutions that satisfy both parties.
• Prioritize interests: Identifying and prioritizing interests helps in evaluating options and making trade-offs during negotiations.
• Consider the other side: Understanding the interests of the other party is crucial for proposing acceptable solutions.

How does "Getting Ready to Negotiate" define "Alternatives" and their importance?

• Definition of Alternatives: Alternatives are other ways to satisfy your interests outside of the current negotiation.
• BATNA concept: The Best Alternative to a Negotiated Agreement (BATNA) is the most advantageous alternative if negotiations fail.
• Confidence in negotiation: Knowing your BATNA provides confidence and clarity on when to walk away from a negotiation.
• Strengthen your BATNA: The book advises improving your BATNA to ensure better negotiation outcomes.

What does "Getting Ready to Negotiate" say about "Legitimacy" in negotiations?

• Objective criteria: Legitimacy involves using objective standards and criteria to ensure fairness in negotiations.
• Persuasion tool: It serves as a persuasive tool to convince the other party that an agreement is fair and reasonable.
• Range of fairness: Consider a range of standards to avoid positional battles over what is fair.
• Fair processes: Sometimes, agreeing on a fair process for decision-making can help resolve impasses.

How does "Getting Ready to Negotiate" address "Communication" in negotiations?

• Two-way communication: Effective negotiation requires preparing for both listening and speaking clearly.
• Avoid assumptions: Be aware of assumptions and biases that may affect how messages are received and interpreted.
• Reframe messages: Consider how to frame messages so they are understood as intended by the other party.
• Active listening: Prepare to actively listen to the other party to understand their perspective and concerns.

What strategies does "Getting Ready to Negotiate" offer for managing "Relationships"?

• Separate issues: Distinguish between substantive issues and relationship issues to address them appropriately.
• Unconditionally constructive: Take steps to improve the relationship that are beneficial regardless of the other party's actions.
• Build trust and respect: Focus on actions that build mutual understanding, trust, and respect.
• Long-term perspective: Consider the impact of the negotiation on future interactions and relationships.

What does "Getting Ready to Negotiate" suggest about making "Commitments"?

• Plan for commitments: Think about the types of commitments you want to achieve by the end of the negotiation.
• Operational commitments: Ensure commitments are clear, realistic, and operational for successful implementation.
• Clarify meeting purpose: Define the purpose, product, and process of negotiation meetings to ensure alignment.
• Sequence of actions: Consider the sequence of actions needed to reach and implement an agreement.

What are the best quotes from "Getting Ready to Negotiate" and what do they mean?

• "Preparation is the key to success in negotiation." This emphasizes the book's central theme that thorough preparation is crucial for effective negotiation.
• "Know your BATNA and improve it." Highlights the importance of understanding and strengthening your alternatives to enhance negotiation outcomes.
• "Focus on interests, not positions." Encourages negotiators to look beyond demands to the underlying needs and concerns that drive them.
• "Use objective criteria to persuade and protect." Advises using external standards to ensure fairness and protect against being unfairly treated.