Getting to Yes

Roger Fisher emphasizes the importance of separating people from the problem. This means focusing on the issue at hand, not the personalities involved. It's easy to get caught up in personal feelings and emotions, but this can cloud your judgment and prevent you from finding a solution. So, next time you're in a negotiation, remember to keep your emotions in check and focus on the problem.

In 'Getting to Yes', Fisher suggests that you should focus on interests, not positions. This means understanding what the other party really wants, not just what they're asking for. By digging deeper and finding out their true interests, you can come up with a solution that satisfies both parties.

One of the key takeaways from the book is the idea of inventing options for mutual gain. Instead of seeing negotiation as a zero-sum game, where one party wins and the other loses, Fisher encourages us to look for solutions that benefit everyone. This approach fosters cooperation and leads to better outcomes.

When negotiating, it's important to use objective criteria. This means basing your decisions on fair standards and procedures, not on who has the most power or who shouts the loudest. By using objective criteria, you can ensure that the negotiation process is fair and that the outcome is acceptable to all parties.

BATNA stands for 'Best Alternative To a Negotiated Agreement'. It's your plan B if the negotiation doesn't go as planned. Knowing your BATNA gives you the confidence to walk away from a bad deal. It's a powerful tool that can help you get what you want in any negotiation situation.