Getting to Yes: Negotiating an agreement without giving
Getting to Yes Book Summary - Hello Friends, the book Getting published to 1981, Getting to Yes will teach you how to bargain better. With the help of this book summary, you will be able to know how you will be able to negotiate/bargain for yourself without bargaining for anything. So if you have to negotiate/bargain in your small or big business, then you can read this book summary further.
Who is this book summary for?
For every person who wants to make himself an expert in bargaining, whether he has to make a business deal, or make a similar purchase for the house.
For every person who wants to know how to ensure victory for themselves in every situation in any deal.
About the Author
Roger Fisher was a professor at Harvard Law School in the United States, along with his fellow writers, started the Harvard Negotiation Project. He was born in the year 1922 and died in 2012.
At the same time, William Yuri is known as an anthropologist. He works as peace negotiator of Peace Negotiator for many corporate organizations as well as various government institutions around the world.
Bruce Patton is also a lecturer at Harvard University as well as a co-founder of a company called Vintage Partners. Vintage Partner is an international consultancy company that helps various companies increase their negotiation skills.
Getting to Yes Book Summary - How to become a bargain expert in business.
Learn to bargain well, everything depends on your bargaining.
Today it would probably be a little difficult to believe that hardly anyone used to sit and talk about it before taking any kind of decision earlier. Whether the decisions are home or business related.
Earlier, only one person used to give his decision on anything and all the others silently accepted him. Often, the elders in the house used to say whatever they used to believe blindly and it became acceptable.
In the same way, who used to be the most senior boss in the company, the entire company used to run on the decision of its sole. It is not that in this way, the decisions made for the elderly were wrong, but before taking any decision, it is necessary to take the opinion and consultation of all.
The same thing is seen changing in today's time. Now before taking any decision at any level, people think and discuss a lot, listen to everyone's opinion, and then everyone accepts the same decision on which everyone has agreed.
Today, whether it is decisions made within the home, business or decisions taken by any political party, now people of all levels have to take suggestions and advice to reach any decision.
The CEO of the company talks to his employer before taking any decision and takes his opinion. Leaders also remain in constant contact with their voters and with party workers. They are always trying to explain what is right and what is wrong.
Today is the age of the Internet, we can take information about everything just by running a finger. Now if an elderly household refuses the child to do any work, then the child himself can understand the advantages and disadvantages of that work from the Internet. And if an elder has told him something wrong, then he also has the ability to give them correct information.
Overall, there is a platform to speak and vote everywhere. Then whether there is a debate with a friend about the good or bad of a movie or a conversation about a decision taken by a company. Everywhere you should come up with strong points. You should have the quality to satisfy people with their words.
So you have to negotiate, that is to keep your things with weight and the front should be converted. It is going to be very useful from your personal life to professional life as well.
Avoid useless arguments, it will only harm you.
Sometimes the conversation between two parties reaches such a point from which it is impossible to solve anything. For example, suppose a deal is being negotiated between two companies. But it has been learned from the beginning that neither side is going to compromise in this deal. So in this situation it would be better not to argue unnecessarily. Finish the matter by canceling the deal in the first step.
Because you also know very well that there is no benefit from arguing here because neither side will be willing to bow down. Nobody will give up. In such a situation, if there is more discussion here, it may be that the debate takes a fiery form. And then the relationship between the two sides can also deteriorate. Which is not beneficial for you under any circumstances. And in this kind of debate, both your engine and time are spoiled.
Therefore, to avoid such things, it is better to keep your words clear at the beginning and end the matter. Because you will only be harmed by pointless arguments.
Always keep in mind that you are negotiating with "humans".
When there is talk on any subject, there are always two sides. And both sides are trying to justify their point. Both these people are sitting with their experience, value and emotion while talking. And when needed, they also use all these things according to their own.
In such a situation, it happens many times, the way different people react to one thing is also different. As if it is possible that you are getting too emotional about something, but the person in front is feeling like this erratic.
In such a situation, there are two phases of negotiations to take any decision. The first phase, when both parties want to resolve an issue by talking to each other with consensus. Whereas the second phase is when one side gets emotional and starts reacting personally to the things going on during the debate.
There is a very subtle difference between these two phases. In such a situation, while talking on any topic or negotiating things, it is very important to understand the difference from this rain. Because during any deal, disaster or anger of the front party or emotional can spoil the whole deal. So whenever making any deal or negotiation, keep in mind that you are dealing with humans. And they also have emotions.
Fight the problem, not the person you are going to negotiate with.
Never the goal of any bargain or deal should be to win someone's defeat. Because the deal does not mean defeat, but mutual agreement, it is a process to solve any problem. No defeat is a game of victory.
This method will work only when people of both the sides see any problem from the same point of view and try to solve it. Instead of giving different suggestions, you will be in the race to prove yourself better. Many times it is more beneficial for both the parties to sit at the same side of the table and to talk, to do so, your focus will be on the solution of the problem and not on accusing each other of the problem.
To do this you should always avoid using bitter words for one another. You should avoid personal attacks on each other, no matter how much, but do not attack anyone personally. Do not comment on someone's behavior and nature. Only then you will be able to solve any problem without any debate.
For example, suppose your marriage is broken but you have young children, whose responsibility both of you have to decide. In such a situation, when you talk about it, discuss only this problem. Why is your relationship broken? Whose fault was it? It is useless to talk on all these subjects now.
So you always have to fight the problem, not the person you are negotiating with.
Before solving any problem, be sure to know the wishes of both the parties.
Often times the solution of problems is not found quickly because the agreement of both the parties is not available in it. In such a situation, you must take into consideration the happiness and desire of both sides to solve any problem. Like suppose you are planning to move somewhere with your family. You want to go to a beach but your wife wants to go to the hill station. In such a situation, if you take care of one's desire and happiness, then perhaps you will not be able to take a better decision.
Respecting the wishes of both of you can also go for a walk in a mountainous area. Where your dream of seeing the sea waves will be fulfilled and your wife will also roam the hill station. This is just a small example, you can take your decision by taking decision on every small and big thing in life.
When deciding on anything with someone, try to know where is the difference between your thoughts and the ones in front of you? And what can you do that honors the desire of both?
In such a situation, try to know the desire and happiness of both the parties before taking any decision. By doing this, of course you can take a better decision.
Before finding a complete solution to the problem, also pay attention to its options.
When two people sit down and try to make some decision by negotiating something, it is mostly determined in advance that both sides will be happy when the decision comes. Because of this, often when two people sit talking for the purpose of taking decision on any subject, it is already known what the final decision of this conversation is going to come. For either party, either yes or no!
But, could it be that both of you could consider any other option instead of giving direct results? You can also think of more than two solutions to a problem. Do not just get entangled in yes or no, but consider every possible solution.
For example, when the committee that awards the Nobel Prize considers the prize to someone, there are many candidates for an award. And then all those candidates are compared to each other, keeping them in different criterias. In the end, the one who is the best is selected for the award. Isn't it that the committee starts a debate about only one name or not?
Similarly, do not stick to only one type of decision. There are too many solutions to a single problem. Provided that you need to look at every possible solution while talking to each other and consider it. Many times, better solutions are hidden in these options, just you have to find them.
Always have a strong reason for making your decision.
It does not matter how good your attention is behind taking any decision, or how many people are doing good to you. The only difference lies in how strong the reason behind the decision you are taking? Are you able to fully justify whatever decision you are taking? And if you are justifying, then in which criteria are you justifying? Because the decision taken without proper certification is not good in any sense. This is neither better for you nor for the front person!
For example, suppose you are making a deal to buy a flat. The flat's broker is quoting many times more than you expected. In such a situation, you can ask him that, because of which the price of this flat is so high? And is the criterion in which he is estimating the price of the flat worth you?
Similarly, if you have mentioned the price of that flat, then you should also have its proper region. You should also have the answer to that question, why should the price of this flat be so much according to you? And in which criteria you are estimating the price of the flat, it should also be absolutely clear.
By doing this, not only can you make a better deal for yourself, but you can also easily make the front person agree with your decision.
You have to be ready in advance to get a good price.
Never go to finalize a deal without preparation. Preparation means try to gather as much information as you can. Try to collect as much fact and information as possible about the deal or issue to be talked about.
Try to gather as much information as possible about the person with whom you are going to talk. How is the nature of the person in front? Does he have the ability to listen to you for long or not? What is his interest? What is it emotional about? And for whatever decision he takes, is he completely free or does he have to take care of someone else as well? Which party, religion or belief does that particular believe? Everything. The more you know about it, the easier it will be for you to decide in this deal. To say this all seems small and nonsense but in fact with so much information you can reach any decision very easily or say that you can convert the front very easily.
Also, pay attention to the logistical details of making the deal. Like when and where are you going to do this deal? What is the place? Office or Home? Or any public place? Are you going to talk to each other face to face or is the deal going to be done on the phone itself? Talk in the morning or evening? This small information also helps you to reach any deal better.
In such a situation, you are going to talk on any issue, whether it is an office deal or whether you are going to talk on some serious issue of the house. By collecting such small information, you can prepare yourself accordingly and convert your deal into better result.
Negotiation is just conversation: Listen carefully to this conversation and stick to what is fact!
You will also agree to this extent that most problems only increase due to lack of dialogue. Most misunderstandings are caused simply by the communication gap. And the lack of clear talk and talk of each other causes a fight among themselves. In such a situation, the easiest way to avoid this kind of problem is to give importance to things. The more you want people to listen to your words, the more you listen to the words of others.
And try not to listen only to the things of others that you want to hear, but also listen to those things which are bitter and which you do not like to hear. But do not react to this bitter thing either by getting angry or emotional. Rather, try to catch the pulse behind this bitter thing, take out the fact. And then try to eliminate the root of that matter.
You can reach any deal or negotiation on a good note only when you will talk and try to understand things deeply. Sitting calmly cannot solve any conversation. And even speaking simply cannot give you better results. Therefore, by the balance of speaking and listening, you can better deal with any bargain, that is, the deal.
Even the best way cannot fully guarantee success.
According to the principles, if there is a better decision on any issue, then the two parties have to sit and discuss it openly among themselves. But many times it happens that despite all the favorable atmosphere of debate, even a better result of an issue is not achieved. It can happen for many reasons. For example, sometimes there is no intention of the other party that a problem can be resolved better. Those who have come to the mind after making a decision only stick to it and in any case they are not ready to take any decision other than that. In such a situation, you can try any better on your own, but you cannot persuade them for anything.
Even after agreeing with all your things, they reject the solution given by you without giving any reason for meaning. In such a situation, you should also make it clear that you will accept any decision only if there is a strong reason for it. After a long debate like this, you cannot accept any wrong decision due to futile reasons.
Understand one more thing, almost everything in life, all problems can be solved through negotiation, but still there are many issues that you cannot solve by negotiation. In such a situation, it would be better to avoid arguing on such issue. Just like how many better negotiators or negotiators in the world, but you can never buy the White House or the Taj Mahal, can you?
Conclusion -
Through this book summary, you have got the answers to these questions -
How to bargain? And why it is important to learn the art of solving a problem through interaction with someone?
Learn to negotiate - because the solution to every problem is possible through negotiation. And, avoid talking in a stressful environment.
You can talk to someone and use some special tools to reach a better conclusion.
Like,
Before reaching any solution, pay attention to its options.
Be prepared for a better reason for taking any decision. And weigh each of your decisions by placing them in a special kind of criterion.
Prepare yourself before making any deal.
Actually negotiating is a bargain - so listen carefully first and try to know the facts.
And always remember one thing, sometimes even the best way cannot get you success.
So friends, how did you like our book summary today, if you have any questions and suggestions or any problem, then tell me by commenting below and share this book summary with your friends.
Also See:-
Thank you for your valuable time.
��������
ReplyDelete