Getting to Yes - Masters of Negotiation

If I had to pick one CLASSIC book in the field of negotiation, then I'd undoubtedly choose Getting to Yes: Negotiating Agreement without Giving in by Roger Fisher & William Ury

Watching this video is worth 2 Management Courses CPD Points*.
(See below for more details)

This video is part of course module number 5.2.4
Program 5: Managerial Skillset
Course 2: Negotiation
Section 4: Masters of Negotiation

Other videos about Masters of Negotiation include:
- Getting to Yes
- Getting Past No
- Never Split the Difference
- Bargaining for Advantage
- Handling Negotiation

Module 5.2.1 covers the Fundamental Model of Negotiation.

Module 5.2.2 covers Key Concepts in Negotiation

Module 5.2.3 covers Tools for Negotiators

LESSON NOTES
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Starts from the idea of Principle Negotiation as an alternative to bargaining over positions.
Beliefs for Principled Negotiating:
- Participants are problem solvers
- The goal is a wise outcome reached efficiently and amicably

4-Point Approach to Negotiation
1. Separate the People from the Problem
2. Focus on Interests, not Position
3. Invent Options for Mutual Gain
4. Insist on Objective Criteria

BATNA
Protect yourself from an agreement you should reject.
Bottom lines limit your
- ability to respond to what you learn during a negotiation
- imagination
Far better to know your Best Alternative to a Negotiated Agreement (BATNA)
Finding it forces you to explore alternatives and make the most of the assets you have
The better your BATNA, the greater your power, so develop your BATNA
Consider the other side's BATNA

RECOMMENDED EXERCISE
======================
1. Next time you start a negotiation, consider: (a) your BATNA, and (b) their BATNA (2 MC CPD Points)2. Consciously apply Fisher and Ury's 4-point approach during your next negotiation. (4 MC CPD Points)

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Management Courses Continuing Professional Development (CPD) Points
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Each video has two levels of MC CPD points. For this video:
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#MastersOfNegotiation #ManagementCourses #GettingToYes

[ManagementCourses]

I read 'Getting to Yes' around 20 years ago. I wish I'd read it earlier. So many good ideas. And easy to read as well. This should be on every professional's, manager's, project manager's reading list. (Link in the description!)

[ralidon]

Thank you, you helped me with my essay :3

[wamunde]

Good summary. Please revisit the Training on BATNA.