Reading “Getting to Yes” has offered you an opportunity to familiarize yourselves not just with a set of concepts important to negotiation, but with a complete model or system for negotiating. Having ‘lived’ with the book for the past few days, you have had the opportunity to relate the model suggested to your own negotiating experiences, and to interactions that happen to you and around you on a daily basis.
In this discussion forum, we are going to make that connection to our own experience more tangible by sharing our experiences and insights with each other, and commenting on each other’s posts.
Choose a negotiation experience you have had, in which you now see that the concepts and underlying principles of negotiation laid out in “Getting to Yes” played a role. It may have been a situation in which you negotiated without having prepared alternatives, a negotiation in which you feel an objective criteria worked in your favor or against you, a situation in which separating the people from the problem (whether it happened or not) proved to be impossible or proved to be the key to success – or any other situation that you can now analyze using one or more of the major concepts stressed in the book.
Introduce the situation briefly to your classmates, and explain how you think the concept/s you focus on affected the negotiation. Use this as an opening for offering critique of the way Fisher & Ury suggested dealing with this concept (or, if more suitable, of their model in general).
Critique might range from ‘This stuff really works, and here’s how it helped me out…’ to ‘This concept (or model) doesn’t seem applicable in the situation I described, and here is what I think is wrong with it…’. What take-away resolution are you going to carry into your next negotiation as a result of contrasting the model with your own real-life encounters?
Note: In the interest of upgrading our discussion from week to week, don’t suffice with sharing a negotiation story which you feel demonstrated an interest-based approach in general, or would have benefited from one. Don’t just share – analyze, and be specific: tie your analysis down to specific elements discussed in Getting to Yes which you think affected the negotiation, positively or negatively
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