Book Summary: Getting To Yes
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Book Summary: Getting To Yes
Fisher and Ury's Getting To Yes provides invaluable strategies for administrators to use on many levels, from negotiating the start of new programs to, to aiding in disputes. Given that schools are staffed quite heftily with strong personalities and beliefs in how things should be done, administrators can begin to understand how to foster wise agreements both amicably and efficiently through the tenets of this book. The authors' goal is to move away from positional bargaining which, in most cases, leaves both sides of the negotiation unsatisfied with the agreement. In addition, positional bargaining can be detrimental to on-going relationships as it neglects both parties' interests. Fisher and Ury refer to positional bargaining as one "digging in to positions only to have to dig out of them."
In contrast to positional negotiating, Fisher and Ury offer a better way, through what is called principled negotiations, in which parties can reach good agreements. Through principled negotiating, the focus moves from positions to interests. The key in this type of negotiating is that, through acknowledging interests, both parties are more apt to find alternatives to resolutions on which they can agree. Fisher and Ury have developed four concise principles of negotiating to be used in all levels of disputes. The four principles are:
Separating People and Issues
It is important to remember that the negotiators are human beings...