PCJ260Y1 Chapter Notes - Chapter 22: William Ury, Compromising Positions, Procedural Justice
14 Apr 2018
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Roger fisher, william ury, and bruce patton, getting to yes: negotiating. Agreement without giving in, revised edition (penguin, 2011), table of contents, introduction, and ch. Negotiation: basic means of getting what you want. Back-and-forth communication designed to reach agreement with you and other side when interests are not aligned. Avoid personal conflict, make concessions readily to reach agreement, wants amicable but usually exploited and ends up feeling bitter about agreement. Contest of wills, will take more extreme position and attempt to hold out longer, usually produces equally hard response, exhausts him and resources, harms relationship with other side. When interests conflict, look for fair standard independent of either side. Obtain what entitled to while still being decent. Take position, argue for it, make concessions to reach compromise. Produce a wise agreement if agreement is possible. Meets legitimate interests of each side to extent possible. Should improve or not damage the relationship between the two people.
