Anaïs Cai
Getting to yes – Roger Fisher
, Anaïs Cai
Preface to the third edition
The negotiation revolution
A generation ago à decision-making was hierarchical (pyramid)
9 people at the top have the
power and make decisions &
people at the bottom to follow the
orders
Today’s world à flatter organisations, faster innovation, explosion of the internet
à to get what we need, we rely on ≠ individuals and organisations over
whom we exercise no direct control
à we are compelled to negotiate
(pyramid) à network of negotiation
= negotiation revolution
The work ahead
Book = still relevant
The news: conflict remains a growth industry
à the goal cannot and should not be to eliminate conflict => instead, the goal should be
transform conflict
! influence communicates revolution: the entire human ‘family’ can get in touch
SO: more than ever we need to learn how to change the basic game of conflict
In this edition, we have undertaken a careful revision and updating of examples and added
some new ones where appropriate
Introduction
Negotiation
= getting what you want from others. It is a back-and-forth communication designed to
reach an agreement when you and the other side have some interests that are shared and
others that are opposed.
Dilemma
= people see two ways to negotiate: soft or hard
• Soft = wants to avoid personal conflict and make concession to reach agreement.
Wants an amicable resolution à often ends up exploited and feeling bitter
• Hard = sees any situation as a contest of wills in which the side that holds out longer
fares better. Wants to win, but exhausts recourses and harms relationship with other
side
ð SOLUTION: third way to negotiate à principled negotiation
Getting to yes – Roger Fisher
, Anaïs Cai
Preface to the third edition
The negotiation revolution
A generation ago à decision-making was hierarchical (pyramid)
9 people at the top have the
power and make decisions &
people at the bottom to follow the
orders
Today’s world à flatter organisations, faster innovation, explosion of the internet
à to get what we need, we rely on ≠ individuals and organisations over
whom we exercise no direct control
à we are compelled to negotiate
(pyramid) à network of negotiation
= negotiation revolution
The work ahead
Book = still relevant
The news: conflict remains a growth industry
à the goal cannot and should not be to eliminate conflict => instead, the goal should be
transform conflict
! influence communicates revolution: the entire human ‘family’ can get in touch
SO: more than ever we need to learn how to change the basic game of conflict
In this edition, we have undertaken a careful revision and updating of examples and added
some new ones where appropriate
Introduction
Negotiation
= getting what you want from others. It is a back-and-forth communication designed to
reach an agreement when you and the other side have some interests that are shared and
others that are opposed.
Dilemma
= people see two ways to negotiate: soft or hard
• Soft = wants to avoid personal conflict and make concession to reach agreement.
Wants an amicable resolution à often ends up exploited and feeling bitter
• Hard = sees any situation as a contest of wills in which the side that holds out longer
fares better. Wants to win, but exhausts recourses and harms relationship with other
side
ð SOLUTION: third way to negotiate à principled negotiation
