Fisher and Ury focused on the psychology of negotiation in their method, “principled negotiation,” finding acceptable solutions by determining which needs are fixed and which are flexible for negotiators. By 1987, the book had been adopted in several U. In 1991, the book was issued in a second edition with Bruce Patton, an editor of the first edition, listed as a co-author. The getting to yes free pdf became a perennial best-seller.
As of December 2007, it was still making appearances on the list as one of the “Longest Running Best Sellers” in paperback business books. Its purpose is to reach agreement without jeopardizing business relations. Separate the people from the problem”—applies to the interaction between the two parties to a negotiation. The principle is broken down into three subcategories: perception, emotion, and communication. The authors point out that negotiators are people first—people who have values, cultural backgrounds, and emotions that vary by person.
Negotiation can either build trust and understanding with a positive relationship established at the end, or lead to frustration or dissatisfaction. The authors discuss how the relationship between parties tends to become entangled with the problem that the parties are discussing. The authors explain that feelings are just as important as the content of the dispute during negotiation. Misunderstanding or misinterpreting what the other party has said. Carl Lyons explored the principle of “separating the person from the problem” and discovered that interests are an extension of values. People’s current interests are always attempting to satisfy something that they value. Understanding this principle is a key first step in understanding people’s behavior in negotiations.
The second principle—”Focus on interests, not positions”—is about the position that the parties hold and the interests that led them to that position. The authors recommend that negotiators should focus on the interests behind the position that each party holds. Both parties should discuss their interests and keep an open mind to the other side of the argument. The third principle—”Invent options for mutual gain”—is about benefiting both parties that are doing business. This principle aims to help the parties find an option that will impact each party in a positive way, making both sides feel like they did not get taken advantage of during the negotiation.
It is important to listen to the other party and not make a decision until both parties feel that they have been heard. Both parties should clearly explain their intentions and what they want out of the conversation. The fourth principle—”Insist on using objective criteria”—is about making sure that the conversation stays on topic and that it is productive. The parties are making deals based on objective and practical criteria.