THE LEADERSHIP CHALLENGE

Book Review: Getting to Yes

Book Review: Getting to Yes

Introduction

The book discusses about the carrying out negotiation without taking risk of losing the deal due to stiff stands taken by both sides and one side ending up at loss. It stresses that the decisions should be evaluated on merit and then decided without biasness. This book is based on Harvard Negotiation Project (HNP) method. The book explains four principles and explains how to utilize them to make a negotiation successful. The authors expresses on the use of common sense and common experience for constructing a workable structure for thinking and acting. We will be going through the four principles and reviewing the text for any shortcomings. We will be summing the key learning out comes and will highlight the areas of disagreement with the authors. We will also review the target audience of the book and make recommendations.

Summary of Content

Negotiations in our fast paced, ever changing business and competitive environment often become dead locks, with neither side backing down on their stance. Fisher and Ury (1991) provided four steps or stages for carrying out negotiations and resolving of conflicts between parties. Contrary to the currently prevailing negotiation strategies, this text has provided a fresh perspective to the negotiating culture.

A glimpse of the current issues reveals that we are get caught up often in bitter and needless scuffle over stiff stances. Numerous opportunities are lost due to the participant's lack of vision or they are unable to conceive the bigger picture. Negotiations often turn into win or lose battles rather than discussion contributing to a mutually beneficial outcome.

Best Alternative to a Negotiated Agreement (BATNA) also conceived by the authors was also a related concept where they emphasized to have back up plans for counters disasters. Although it's not necessary that our best intentions will always bear fruit.

The proposed methodology, solution for effective negotiations

Focusing on the interest rather than both parties stance by separating people from the problem is the core theme behind the first two steps in the book. It is appreciated to devised alternatives for mutual benefit and finally establishing realistic and objective criteria as standard.

Following is the solution process proposed by the author:

Separate the People from the Problem

Emotions do more harm than good in negotiations when a misunderstanding occurs among the people. Leaders and business people working at different organizations like to themselves to be recognized as level headed and logical when are presented with a complication, conflict and in problem solving. No matter how much we try to remain neutral, our culture, upbringing and human emotions do come into play intentionally or unintentionally.

Perception of the world is different for everyone and we based on our different perception take different opinions which are sometimes opposing and sometimes add another perspective on a conflict with others. Our perception of being right is sometimes is very strong and we neglect or reject others point of view without giving due ...