Harvard University

Today we share key ideas from “Getting to Yes” by Ury and Fisher, focusing on achieving mutually beneficial negotiation outcomes.

Negotiation isn’t about winning or compromising; it’s about understanding and addressing underlying interests.

There are four strategies:

Focus on Interests, Not Positions: Instead of arguing over what you want (positions), delve into why you want it (interests). This fosters empathy and opens doors to creative solutions.

Use Fair Standards: Rely on objective criteria like market rates or regulations to make decisions. This removes personal bias and creates a level playing field.

Invent Options for Mutual Gain: Brainstorm solutions that benefit everyone. Differences can be the source of creativity, leading to win-win scenarios.

Separate the People from the Problem: Maintain a respectful relationship while addressing the issue head-on. Be firm on the problem but understanding towards the person.