Critique of Getting to Yes

Critique of the book “GETTING TO YES: NEGOTIATING AGREEMENT WITHOUT GIVING IN” by the authors Roger Fisher and William Ury, published by Penguin Books in the year 1983.

Introduction:

The book deals with various techniques used in negotiating agreements between parties and tries to lay down best practices to follow in negotiated agreements. The authors argue that the major problem in many negotiations is that people assume positions that are either tough or easy. They suggest that, rather than being either hard on the people and the problem, or soft on people and problem, it is possible to be soft on the people and hard on the problem. Positional bargaining doesn’t tend to produce good agreement, it is inefficient, and it encourages stubbornness and tends to harm relationships.

Summary:

Authors have described four principles of effective negotiation in the book apart from discussing three common obstacles of negotiation and ways to deal with them. In their opinion, a good agreement is wise and efficient which improves the negotiating parties’ relationship. Their goal is to develop methods of reaching good agreements which can result in fair and lasting agreements. As per them, most negotiations start with a position of bargaining adopted by the concerned parties which, in their view, is not the best way to get into negotiation. They, alternatively, suggest four principals of negotiation which are 1) Separate the people from the problem 2) focus on interests rather than positions 3) generate a variety of options before settling on an agreement and 4) insist that the agreement is based on objective criteria.

Review:

Fisher and Ury have developed a model on principled negotiations so that the negotiating parties may reach agreements which are mutually beneficial and not in favour or against any one party. The book talks in details about managing obstacles in negotiating agreements by adopting the four principles of negotiation.

Often, the negotiations are overshadowed by the peoples’ emotions on both sides instead of who take their own positions and stick to them rather than looking from the perspective of the other party. Fisher and Ury suggest that in negotiations, both the parties must separate people from problems and the focus must be on the issues rather than the people.

As per the authors, negotiators must always focus on interests rather than their positions. Every party during negotiations must keep in mind their own as well as the other party’s interest instead of focusing only on their respective positions. This will help them prevent the situation of one winner and the other loser.

Fisher and Ury advise that parties must generate enough options instead of coming to the table with pre-mediated options and must create atmosphere of idea sharing and creativity.