Negotiations ‘Getting to Yes’

What is a good negotiator? Defining your position or your interest in negotiation?

‘Do not bargain over position’ is an advice by Fisher and Ury from their book “Getting to ‘Yes’ – negotiating an agreement without giving in”. Their argument lies behind the idea that a good negotiator should focus on interests and not on positions. Position is likely to be concrete and explicit; therefore, you should ask questions about your opposition. Ask why? And why not?

There are multiple interests for each side; it could be everything from basic human needs: security, economic well-being; a sense of belonging; recognition or even control over one’s life.

Put the problem before the answer.

Negotiations Getting to Yes


Negotiations Getting to yes