Getting to Yes - Masters of Negotiation

If I had to pick one CLASSIC book in the field of negotiation, then I'd undoubtedly choose Getting to Yes: Negotiating Agreement without Giving in by Roger Fisher & William Ury

Watching this video is worth 2 Management Courses CPD Points*.
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This video is part of course module number 5.2.4
Program 5: Managerial Skillset
Course 2: Negotiation
Section 4: Masters of Negotiation

Other videos about Masters of Negotiation include:
Getting to Yes
…    • Getting to Yes - Masters of Negotiation  
Getting Past No
…    • Getting Past No - Masters of Negotiation  
Never Split the Difference
…    • Never Split the Difference - Masters ...  
Bargaining for Advantage
…    • Bargaining for Advantage - Masters of...  
Handling Negotiation
…    • Handling Resistance - Masters of Nego...  


Module 5.2.1 covers the Fundamental Model of Negotiation.
Start with the Fundamental Model of Negotiation -    • Fundamental Model of Negotiation - th...  

Module 5.2.2 covers Key Concepts in Negotiation
Start with Core Principles of Negotiation -    • Core Principles of Negotiation  

Module 5.2.3 covers Tools for Negotiators
Start with How to Ask Questions -    • How to Ask Questions - Negotiation Tools  


LESSON NOTES
=============
Starts from the idea of Principle Negotiation as an alternative to bargaining over positions.
Beliefs for Principled Negotiating:
Participants are problem solvers
The goal is a wise outcome reached efficiently and amicably

4-Point Approach to Negotiation
1. Separate the People from the Problem
2. Focus on Interests, not Position
3. Invent Options for Mutual Gain
4. Insist on Objective Criteria

BATNA
Protect yourself from an agreement you should reject.
Bottom lines limit your
ability to respond to what you learn during a negotiation
imagination
Far better to know your Best Alternative to a Negotiated Agreement (BATNA)
Finding it forces you to explore alternatives and make the most of the assets you have
The better your BATNA, the greater your power, so develop your BATNA
Consider the other side's BATNA


RECOMMENDED EXERCISE
======================
If you are serious about negotiation, this is a book to read. Check it out at: https://geni.us/U3CjduK (20 MC CPD Points)
1. Next time you start a negotiation, consider: (a) your BATNA, and (b) their BATNA (2 MC CPD Points)2. Consciously apply Fisher and Ury's 4-point approach during your next negotiation. (4 MC CPD Points)

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Paid resources
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RECOMMENDED READING
=====================
Negotiate Wisely in Business and Technology (A basic introduction) https://geni.us/a2n1T6Y
Everything is Negotiable) (A basic introduction) https://geni.us/Ozwwr
Getting to Yes (the classic text) https://geni.us/U3CjduK
Getting Past No (the follow-up to Getting to Yes) https://geni.us/VQAd7
Bargaining for Advantage (another classic) https://geni.us/anBn
Negotiation Genius (Modern look at the negotiation mindset) https://geni.us/cBKKn3x
Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ

Management Courses Continuing Professional Development (CPD) Points
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Each video has two levels of MC CPD points. For this video:
If you simply watched the video, record 2 MC CPD points
If you also carried out all of the recommended exercises, score a total of 8 MC CPD points (or 28 if you read the book)
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