Getting to Yes Case Analysis

Essay by negritoUniversity, Bachelor's June 2008

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The book entitled Getting To Yes: Negotiating Agreement Without Giving In offers a negotiation approach that, in my opinion, is indeed realistic and we as business people will be bound to negotiate during our careers. But, what is negotiation? Negotiation is a process in which the parties attempt to settle tie disputes informally. The presence of an attorney is strictly optional. It is also one of the simplest forms of alternative dispute resolution (ADR). The beginning premise of the book is that everyone negotiates something every day. As a result, we must be aware that everyone has different point of views and that triggers the possibility that conflicts may arise. The methods presented in the book are very proficient ways to go about negotiating efficiently, without giving in, in our every day life.

The method proposed in the book for efficient negotiating is based on four main principles which consist of separating the people from the problem, focusing on interests, not positions, inventing options for mutual gain and insisting on using objective criteria.

The first principle, people problems, is better understood if three basic categories are looked upon carefully. Those categories are perception, emotion and communication. Perception is the understanding of the other's side thinking and analyzing their thinking as a potential problem. We must perceive the other party's point of view, not concur with it, to reach an agreement. Emotions are important because we can determine how the other side feels on the issue being negotiated. Feelings such as anger or anxiety may get in the way of the negotiation and take us to another extreme. That is why it is better to be calm at all times and don't explode over remarks that may be thrown for that purpose as we can get carried away on...