ZBC#101 [Principled Negotiation] Getting to Yes/ハーバード流交渉術
Today, I’ll introduce Getting to Yes(ハーバード交渉術) from Zenport Book Club#101 on May 26th 2018.
In our life, we need to negotiate with others a lot, then it’s hard and difficult for most of the people.
In order to solve the problem, Roger Fisher, the professor of Harvard Law School, proposed the new kind of negotiation style. That is Principled Negotiation.
What is that? How we can use that?
Summary
- In terms of negotiation, A lot of people try to do soft-type negotiation or hard-type negotiation. The former one is to compromise a lot, on the other hand the latter one is to insist on only their advantages. However, these cannot be lead to good consensus. In order to reach best goal, we need to do principled negotiation.
- Principled negotiation is based on the four points.
- Separate the people from the problem.
- Focus on benefits, not positions.
- Propose options for mutual advantages.
- Discuss based on objective standards.
Discussion
- I agree with this idea, but it’s not easy to execute it. In order to know that we need to observe and understand the negotiation partner more. Anyway , I’d like to try to do it.
- In terms of negotiation, I think to stay calm and prepare second option are important too.
Conclusion
Today, I’ve introduced Getting to Yes, that explained about the principled Negotiation. Next, I’ll introduce the Birth of Plenty from Zenport Book Club #102.
Related books
Product
Zenport is providing the New Standard for Trade Management, Zenport. If you are interested new kind of trade management, plz feel free to contact us!
Jobs
Zenport is looking for new members, who are full of intellectual curiosity.
If you are interested in us, plz apply now!
