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
… https://youtu.be/GNW-7yvDXBc
- Getting Past No
… https://youtu.be/bwb4-5KRjD0
- Never Split the Difference
… https://youtu.be/qGBSPIACG9Y
- Bargaining for Advantage
… https://youtu.be/1JRlfxPUwP0
- Handling Negotiation
… https://youtu.be/5TXLf5C0Zis
Module 5.2.1 covers the Fundamental Model of Negotiation.
Start with the Fundamental Model of Negotiation - https://youtu.be/PKz4pDm1e90
Module 5.2.2 covers Key Concepts in Negotiation
Start with Core Principles of Negotiation - https://youtu.be/FiEneNag8cI
Module 5.2.3 covers Tools for Negotiators
Start with How to Ask Questions - https://youtu.be/uy2fS0MhmAQ
LESSON NOTES
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
If you are serious about negotiation, this is a book to read. Check it out at: https://geni.us/U3CjduK (20 MC CPD Points)
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)
DOWNLOADS
Free Resources
- CPD Tools - https://gum.co/MC-CPD
Paid resources
- Management Courses Onboarding Kit - https://gum.co/MC-ObK ($3)
RECOMMENDED READING
Negotiate Wisely in Business and Technology (A basic introduction) https://geni.us/a2n1T6Y
Everything is Negotiable) (A basic introduction) https://geni.us/Ozwwr
Getting to Yes (the classic text) https://geni.us/U3CjduK
Getting Past No (the follow-up to Getting to Yes) https://geni.us/VQAd7
Bargaining for Advantage (another classic) https://geni.us/anBn
Negotiation Genius (Modern look at the negotiation mindset) https://geni.us/cBKKn3x
Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ
Management Courses Continuing Professional Development (CPD) Points
You can record your Management Courses CPD points on our free, downloadable CPD record log.
Download it here: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
- If you simply watched the video, record 2 MC CPD points
- If you also carried out all of the recommended exercises, score a total of 8 MC CPD points (or 28 if you read the book)
___
Note:
Links to our book recommendations are affiliated through Amazon
#MastersOfNegotiation #ManagementCourses #GettingToYes