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Getting to Yes by Fisher, Ury, and Patton

" Ury is part of the Harvard Law School's Program on Negotiation. In this book, he suggests possible courses of action in negotiations where the other side has decided to say "no" and is resisting normal efforts to bring about a change in that decision. He begins rightly with the view that negotiation always involves some degree of barriers between the two sides, barriers that have to be brought down. One of the important elements in Ury's approach is the idea that a successful negotiation will only come about when you are able to get the other person to take action and to examine the issues and come to a mutually agreeable conclusion:

Breakthrough negotiation is the opposite of imposing your position on the other side. Rather than pounding in a new idea from the outside, you encourage them to reach for it from within. Rather than telling them what to do, you let them figure it out (Ury 11).

Of course, the problem is how to get them to do this, and that is the subject of Ury's book.

Much of the answer lies in research both into the subject under negotiation and into the people on the other side. Ury suggests learning about the likes, dislikes, and interests of the other person involved. Of particular importance is the interest the other side has in the issue under negotiation. Ury points out that the ideal situation is one of joint problem-solving, though in the real world there are numerous barriers to such an effort, including "powerful reactions, hostile emotions, rigid positions, strong dissatisfactions, and aggressive power plays" (Ury 28). The breakthrough strategy suggested by Ury is designed to overcome such barriers.

The method used is one that recognizes the objections and concerns of the other person and answers them, redirects them, or overcomes them but never ignores them. Ury offers specific advice on how to deal with different issues and situations. The assumption is that the type of negotiation for ...

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Getting to Yes by Fisher, Ury, and Patton. (1969, December 31). In Retrieved 01:04, August 24, 2017, from
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