What are three options to consider when searching for win-win alternatives in negotiations? How does each option work? Pinto, J. K. (2016). Project management: achieving competitive advantage. Pearson.
What are three options to consider when searching for win-win alternatives in negotiations?
What are three options to consider when searching for win-win alternatives in negotiations? Further, how does each option work?
Pinto, J. K. (2016). Project management: achieving competitive advantage. Pearson.
2-3 pages or 550 to 750 words
Finding Agreement In A Negotiation
Two decades after the original publication of Getting to YES, by Roger Fisher and William Ury, the conflict resolution classic is still unrivalled in providing a distinct prescriptive framework for turning rivals into collaborators (Fisher and Ury). Their method of principled negotiation remains one of the most powerful influences on the study and practice of negotiation within academia, government, civil society, and also the business world (Susskind and Cruikshank).
Getting to YES provides a flexible prescription for improving social interaction. It empowers individuals with useful tools by changing conflict into opportunity. Individuals from all walks of life have learned to separate people from problems, focus on interests and not positions, use objective criteria to develop fair and satisfactory options for both sides, and to identify their best alternative to a negotiated agreement (BATNA).
Getting to YES has been the basis of our professional mediation, facilitation and training work. Drawing on our experience, we will introduce the ICON teaching tool that our clients find useful for preparing for difficult negotiations.
Negotiation research and practice is necessarily multidisciplinary and diverse. An enormous literature has emerged from this field, and also there are now numerous organisations dedicated to the resolution of conflict in accordance with the principles first set forth in Getting to YES. The clients we work with — business executives, companies, labour unions, and also other groups — want to enhance their negotiation skills and come to us for prescriptive negotiation advice.