Getting to Yes Chapter 5-6 Summary

Getting to YES Chapter 5-6 Summary

An alternative to positional bargaining is a method called principled negotiations or negotiations on the merit, which defines four straightforward methods of negotiation. Those are (1) Separate the people from the problem, (2) Focus on interests, not positions, (3) Generate a variety of possibilities before deciding what to do, and (4) Insist that the result be based on some objective standard. Chapter 5 discusses the fourth of those four points or methods. Part III "YES, BUT..." starts with Chapter 6 by describing keys to developing your BATNA (Best Alternative To a Negotiated Agreement) when the other side has a stronger bargaining position, larger staff, richer or better connected.

Insist on using objective criteria: If trying to settle differences of interest because of will has such high costs, the solution is to negotiate on some basis independent of the will of either side. That is based on objective criteria. The approach is to commit you to reaching a solution based on principle, not pressure. Concentrate on the merits of the problem, not the mettle of the parties. Be open to reason, but closed to threats.

Principled negotiation produces wise agreements amicably and efficiently. The more you bring standards of fairness, efficiency, or scientific merit to bear on your particular problem, the more likely you are to produce a final package that is wise and fair. The more you and the other side refer to precedent and community practice, the greater your chance of benefiting from the past.

Carrying on a principled negotiation involves two questions: How do you develop objective criteria, and how do you use them in negotiating? Whatever method of negotiation you use, you will do better if you prepare in advance. You will usually find more than one objective criterion available as a basis for agreement. At a minimum, objective criteria need to be independent of each side's will. Ideally, to assure a wise...