How to Negotiate: Expert Tips from ‘Getting to Yes’
If you’ve ever found yourself in a difficult negotiation, you know how challenging it can be to reach a mutually beneficial agreement. Whether you’re negotiating a salary with your boss or trying to come to an agreement with a business partner, it’s easy to get caught up in power dynamics and personal issues, often resulting in a less-than-satisfactory outcome.
But according to the renowned self-help book ‘Getting to Yes: Negotiating Agreement Without Giving In‘ by Roger Fisher and William Ury, it is possible to reach fair and mutually acceptable agreements without resorting to power or manipulation. The trick is to focus on interests, not positions, and to accomodate all stakeholders.
One of the main principles of effective negotiation is to separate the people from the problem. It can be tempting to get caught up in personal issues or negative emotions, but it is important to focus on the problem at hand and find a solution that addresses the underlying interests and needs of all parties.
Another pillar of a successful negotiation is to use objective criteria to help resolve disputes and reach fair agreements. This can include market value or established standards, and can help to remove some of the subjectivity from the negotiation process. As a rule, always try to base arguments on a matter of fact — not opinion.
Effective communication is crucial in any negotiation. By using active listening and clear, open communication, you can better understand the other party’s perspective and find common ground. It’s also important to be open to creating value by finding new options or ways to meet the needs of all parties.
Make sure you do your homework and come to the table with the right information and resources. And it doesn’t hurt to create a Best Alternative To a Negotiated Agreement (BATNA). This is your fallback option if the negotiation does not go well, and having a strong BATNA can give you more leverage in the negotiation.
Finally, it’s important to negotiate in good faith and be sincere and transparent in your efforts. By following these principles, you can improve your negotiation skills and increase the chances of reaching mutually beneficial agreements. So next time you find yourself in a negotiation, remember the tips from ‘Getting to Yes’ and you’ll be on your way to success.
| Action Item | Description |
|---|---|
| Separate the people from the problem | Focus on the problem at hand and avoid getting caught up in personal issues or negative emotions |
| Focus on interests, not positions | Identify and address the underlying interests and needs of each party rather than getting stuck on specific positions |
| Find mutually beneficial options | Look for options that meet the needs of all parties involved |
| Use objective criteria | Use objective criteria, such as market value or established standards, to help resolve disputes and reach fair agreements |
| Communicate effectively | Use active listening and effective communication to better understand the other party’s perspective and to find common ground |
| Be open to creating value | Be open to finding new options or ways to meet the needs of all parties |
| Be prepared | Do your homework and come prepared to negotiate with the right information and resources |
| Use the power of your BATNA | Use your fallback option (Best Alternative To a Negotiated Agreement) as leverage in the negotiation |
| Use questions and statements effectively | Use questions to gather information and statements to clarify your position and needs |
| Negotiate in good faith | Be sincere and transparent in your negotiation efforts and strive to reach a mutually beneficial agreement |
