Getting to Yes by Roger Fisher and William Ury

"Negotiation is a fact of life" and in their classic book ‘Getting to Yes’ the authors Roger Fisher and William L. Ury suggest that, despite its importance, many of us are still not that good at it!

In this episode James and Samie talk about the difference between the way we traditionally negotiate, referred to as positional bargaining, and the approach proposed by the authors called ‘Principled Negotiation’. Through four key elements (1. Separating the people from the problem, 2. Focusing on interests not positions, 3. Looking for mutual advantage and 4. Using objective standards) there is the potential to achieve better outcomes, more efficiently and with improved or, at least, maintained relationships between the parties.