Getting to Yes by ROGER FISHER

Author:ROGER, FISHER [ROGER, FISHER]
Language: eng
Format: mobi
ISBN: 9781440673108
Publisher: Penguin Group
Published: 2010-03-01T06:00:00+00:00

“It’s company policy”

Let’s look at a real case where one party used positional bargaining and the other principled negotiation. Tom, one of our colleagues, had his parked car totally destroyed by a dump truck. The car was covered by insurance, but the exact amount Tom could recover remained for him to work out with the insurance adjuster.

A half-hour later Tom walked out with a check for $8,024.

III YES, BUT ...

6 What If They Are More Powerful?

(Develop Your BATNA-Best Alternative To a Negotiated Agreement)

Of what use is talking about interests, options, and standards if the other side has a stronger bargaining position? What do you do if the other side is richer or better connected, or if they have a larger staff or more powerful weapons?

No method can guarantee success if all the leverage lies on the other side. No book on gardening can teach you to grow lilies in a desert or cactus in a swamp. If you enter an antique store to buy a sterling silver George IV tea set worth thousands of dollars and all you have is one hundred-dollar bill, you should not expect skillful negotiation to overcome the difference. In any negotiation there exist realities that are hard to change. In response to power, the most any method of negotiation can do is to meet two objectives : first, to protect you against making an agreement you should reject and second, to help you make the most of the assets you do have so that any agreement you reach will satisfy your interests as well as possible. Let’s take each objective in turn.

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