Introduction
Most people face challenges when trying to achieve their goals while communicating effectively. At the same time, achieving aims and coming to terms with other individuals are critical in an effective professional and personal life. The book Getting to Yes: Negotiating Agreement Without Giving In by Fisher, Ury, and Patton focuses on the communicative techniques that can facilitate the negotiation process with others.
Although the authors tend to discuss the techniques as tricks, this is not entirely accurate because these methods do not violate the rules of interaction and do not infringe on the personal boundaries of the interlocutor. For instance, position bargaining, tricky tactics, BATNA, and principled communication are the techniques that make the dialogue smoother. It states that the book discussed in negotiations by Fisher et al. provides its readers with valuable insights into the communicative methods they can apply.
BATNA
Not all negotiation attempts are successful; sometimes, finding the least harmful compromise is necessary. Fisher et al. propose a technique that achieves this goal in cases of failed communication. BATNA, “Best Alternative To a Negotiated Agreement,” is an abbreviation used by the authors of the discussed book to define this process (Fisher et al. 108-109).
It is described as the most beneficial course of action a negotiating side may pursue in the unlikely scenario that talks fail, and a compromise cannot be reached (Fisher et al. 110). In simple terms, the BATNA of a side is what that party will do if talks do not succeed. Therefore, the BATNA should be used at the negotiating table when there is no opportunity to reach a mutually beneficial decision, and a need to minimize the losses from the interaction arises.
Tricky Tactics
In some cases, the tricky tactics help the person avoid or postpone direct conflict, allowing negotiations to continue. The common misleading tactics used in the talks include avoiding and accommodating (Fisher et al. 136). In the case of prevention, the individual can ignore the opponent’s attempts to initiate the dispute.
However, it is possible to respond to this tactic by making the conflict more evident and acute. In this situation, there will be no opportunity to avoid the opposition. The accommodating strategy makes the opponent believe their position is a balanced compromise, even though it does not accurately reflect reality. It is possible to respond to this technique by insisting on adopting the terms the side accommodates and asking for proof.
Positional Bargaining
The sides of the negotiations often employ positional bargaining, but it is not an effective technique because it is often associated with numerous controversies. Positional bargaining assumes that opponents value preserving the prolonged good relationship less than winning the dispute (Fisher et al. 22). As a result, they tend to disregard the interests of the other side, which makes subsequent communication impossible. It is possible to illustrate positional bargaining with a real-life example, such as when a husband insists he is writing negatively about his wife’s hobby. Even though he is right, his actions spoil their relationship.
Points of Principled Negotiations
The four points of negotiation principles allow people to preserve objectivity and find a compromise. These issues include the ability of the person to distinguish between positions and individuals, focusing on the interests of the sides rather than the views they articulate (Fisher et al. 137). Additionally, there is a need to develop options that satisfy the interests of all parties and to insist on the pursuit of objectivity in the discussion (Fisher et al. 137). These points help the individual avoid personal biases concerning the opponents, separate emotions from facts, and seek a compromise.
Current Events
It is possible to illustrate the strategies typically employed in negotiations through current events in international politics. For example, the trade wars between China and the United States can serve as an illustration of these techniques. Both sides tend to avoid appealing to the positions they articulate and instead focus on their economic interests. China and the United States find areas of mutual interest that benefit both parties and increase their mutual profits. These actions illustrate the principles of negotiation, as mentioned earlier, and help the countries reach a consensus.
Conclusion
Negotiations typically aim to achieve a consensus on the disputable questions, which means that participants have views they try to promote. It complicates the interaction because there is a need to achieve aims and preserve the balance when speaking to other individuals. I recommend the book Getting to Yes to others because it is a detailed and understandable guide to communication.
The techniques the authors discuss help preserve one’s own interests without a disrespectful attitude toward the opponent, which is vital in a dispute. In addition, the practical steps that can help in negotiations, the authors provide, make this process more apparent to most individuals. In other words, the book Getting to Yes saves time for many people because the knowledge the authors describe is typically acquired after years of thoughtful experience.
Work Cited
Fisher, Roger, Ury, William, & Patton, Bruce. Getting to Yes: Negotiating Agreement Without Giving In. Penguin Books, 2011.