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Summary of Getting to Yes 

4.6 . 8670 reviews

Short summary

Some people believe that negotiations are not for the faint-hearted, and only those who can exercise their willpower can get a favorable outcome. This summary, on the other hand, encapsulates a more factual reality: everyone can negotiate effectively, if they know the right framework to utilize. Since we engage in one form of negotiation or the other every day, there is no reason why you should not improve your bargaining skills. Roger Fisher is a Professor of Law Emeritus and Director of the Harvard Negotiation Project. His work with American author and expert negotiator William Ury and Bruce Patton, who is also a negotiator, has been employed by many people worldwide. “People tend to think that those who understand them are intelligent and sympathetic people whose own opinions may be worth listening to. So if you want the other side to appreciate your interests, begin by demonstrating that you appreciate theirs.” ~ Roger Fisher et al.

Table of content

  • Summary of Getting to Yes
  • About the author
  • What is Getting to Yes about?
  • Who should read Getting to Yes
  • Topics in Getting to Yes
first key point

The idea of negotiation has been widely misconstrued

Listen the first key point
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Negotiation is a concept that is almost impossible to avoid in our daily lives. It is needed to get the best bargains, and we negotiate to get an improved paycheck. Negotiations also occur when we want other people to see things from our perspective. Although we have engaged in the art of negotiating since we were kids, very few have discovered the right strategy to ensure that negotiations generate wise agreements.

A wise agreement is an agreement that benefits the interests of each party to any extent possible. This will solve conflicts in a fair way, ensuring that the interests of the community are taken into account. Of course, it’s often the case that people with a problem such as this rarely reach a fair agreement and the argument continues. Therefore, it’s vital that we look carefully at any issues that could lead to unfair or uneven negotiations.
We're fascinated by the words — but where we meet is in the silence behind them. ~ Ram Dass
More so, there is a lingering misconception that effective negotiators are those who know how to stall, until the opposing party tires and gives in. In addition to this, many assume that in order to get your own way, you need to push your own opinions firmly. Of course, both options may succeed for a short amount of time but when you push your views onto others, over time this leads to relationship problems and resentment.
Negotiations are essential because they are crucial to us getting what we want.
It is not surprising that the demand for tactical negotiation frameworks has increased exponentially, as both the business and social world have slowly moved from a hierarchical system to a networking model. Therefore, we are seeing a revolution of sorts that only the equipped will thrive in. Having said that, it is imperative that nations, companies, communities, and individuals find a balance between hard bargaining and soft positioning, which the next chapter will explore at length.

Negotiations require wit, focus, and finding a level-playing field to initiate a successful bargain. Good negotiators understand the techniques required, and why it's essential to study the other party very well. Continue through the next chapters to understand these techniques and how they can change your life.
second key point

If you’re trying to sell an idea, neither hard positional bargaining nor soft positional bargaining is effective

When negotiating, it’s often the case that each person will choose a standpoint. Then, they will put forward their case, aiming to push the other person into agreeing with them, or abandoning their view. This strategy often causes people to act in extreme ways to try and gain the upperhand.
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third key point

A better negotiation strategy is to attack the problem, not the person

fourth key point

To make some progress during negotiation, identify others’ interests and communicate your concerns explicitly

fifth key point

What do you do when the negotiator is more powerful?

sixth key point

Be aware of the numerous dirty tricks that negotiators utilize

seventh key point

Conclusion

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What is Getting to Yes about?

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Do you find yourself staring at your computer for long minutes, unaware of time slipping by? Do you enter a room and suddenly cannot remember why you stepped in the first place? Is it a herculean task for you to sit through ten pages of a book without reaching for your phone? If yes, your focus needs some work and fast.

Actually, yours is not a unique situation. Many adults like you have issues concentrating on a given task. However, in this fast-paced world of ours, you can’t afford to be not focused at all times. Thankfully, this article comes to your rescue! With the tips and tricks from Hyperfocus by Chris Bailey, you will get in the top percent of folks who have mastered the art of concentration.