Getting to Yes
The book "Getting to Yes" does a good job of breaking down a process that initially doesnot seem complex. Though one negotiates all the time, and in many settings rarely doeshe or she stop to reflect upon what the underlying interests of the negotiation or evenconversation are. Authors Roger Fisher and William Ury do an excellent job of conveyingthe power of knowing what you are doing during a negotiation and also the importance of
Adaptation is also the key concept behind developingone's BATNA. The book even statesthat positional bargaining "requires no preparation, it is universally understood, and insome contexts it is entrenched and expected," (151) what is one to do if he or she has notime to prepare? I am in accord with almost all the lessons in the book, but I believe thatpositional bargaining can be developed to one's benefit as well. Early in the book positional bargaining is discounted. Adapting to situations is what allows one to continue negotiating as opposed to lockinghorns with the other party in certain situations. preparing oneself before negotiation begins. However, it can be offeredthat in some situations it may be the best alternative to negotiation. "Getting to Yes" did an excellent job of listing examples and definitions throughout to give he reader something to gage the lessons against, but not all are to be agreedwith. The booksuggests that one should "convert your interests into concrete options" (53) rather thanarguing from a concrete position. ------------------------------------------------------------------------**Bibliography**. The most emphasized lesson through out the book was learning to adapt. By exploring all of one's options and "imaginative solutions" he or shewill understand what offers are acceptable; that is if one fully understands his or herBATNA. Over-adaptation can have negative results,such as arguing from a soft position rather than having one's interests at hand.
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Acceptance Essays
