BOOK: NEGOTIATION

“Getting to Say Yes” by Orger Fisher and William Ury

In “Getting to Yes”, Fisher and Ury explain the basis of principled negotiation as an effective and mutually beneficial approach to resolving conflicts. Their core principles include separate the people from the problem and refraining from assigning blame.

The book also advocates focusing on interests over positions, exploring the underlying motivations and goals of each party, and generating multiple options before deciding. The authors outline an approach to assessing facts and fair standards, including frameworks like the BATNA (best alternative to a negotiated agreement) to determine one’s walkaway position.

“I recommend this book because it aims for win-win outcomes as the only way to better long-term relationships and agreements versus compromise or domination.” Sana Bagersh, Founder Tamakkan

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