Synopses & Reviews
Based on the philosophy and advice presented in Getting to Yes - be prepared, negotiate interests not positions, understand the other side's interests, and work together - this is the tool that will help each person design the negotiating strategy that is best for him or her in any given situation. Getting Ready to Negotiate presents case studies, charts, and forms for blueprinting a personalized negotiating strategy, one that is certain to make negotiating situations more productive and profitable.
This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.
About the Author
Roger Fisher is the Samuel Williston Professor of Law Emeritus, Director of the Harvard Negotiation Project, and the founder of two consulting organizations devoted to strategic advice and negotiation training.
Table of Contents
Using This Workbook
2. In a Hurry?:
THE SEVEN ELEMENTS OF NEGOTIATION3. Interests: What Do People Really Want?
Forms: Interests I: Identify the Relevant Parties
Interests 2: Clarify the Interests
Interests 3: Probe for Underlying Interests
4. Options: What Are Possible Agreements or Bits of an Agreement?
Forms: Options 1: Create Options to Meet Interests
Options 2: Find Ways to Maximize Joint Gains
5. Alternatives: What Will I Do If We Do Not Agree?
Forms: Alternatives 1: Think of My Alternatives to a Negotiated Agreement
Alternatives 2: Select and Improve my BATNA
Alternatives 3: Identify Alternatives Open to the Other Side
Alternatives 4: Estimate Their BATNA
6. Legitimacy: What Criteria Will I Use to Persuade Each of Us That We Are Not Being Ripped Off?
Forms: Legitimacy 1: Use External Standards as a Sword and as a Shield
Legitimacy 2: Use the Fairness of the Process to Persuade
Legitimacy 3: Offer Them an Attractive Way to Explain Their Decision
7. Communication: Am I Ready to Listen and Talk Effectively?
Forms: Communication 1: Question My Assumptions and Identify Things to Listen For
Communication 2: Reframe to Help Them Understand
8. Relationship: Am I Ready to Deal with the Relationship?
Forms: Relationship 1: Separate People Issues from Substantive Issues
Relationship 2: Prepare to Build a Good Working Relationship
9. Commitment: What Commitments Should I Seek or Make?
Forms: Commitment 1: Identify the Issues to Be Included in the Agreement
Commitment 2: Plan the Steps to Agreement
MOVING FROM PREPARATION TO NEGOTIATION10. Getting Ready to Agree
Appendix A: Getting Better at Preparation
Appendix B: A Preparation Tool Kit