This essay explores the importance of the subject of Negotiation and explains the two main approaches, principled and positional Negotiation outlined by Ury and Fisher in the book Getting to Yes.
Inhaltsverzeichnis (Table of Contents)
- Validity and Limitations of Fisher and Ury's Best Practice
- Negotiation and its Definitions
- Elements of Negotiation
- Behaviours of a Good Negotiator
- Different Negotiation Approaches and Outcomes
- Limitations of Cooperative Negotiation
Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)
This essay examines the validity of Fisher and Ury's statement that a good negotiator should actively listen and acknowledge the legitimacy of the other party's point of view, contrasting this approach with the more common competitive style. It aims to determine the extent to which this best practice holds true and analyze its limitations.
- Definitions and elements of negotiation
- The importance of communication and legitimacy in negotiation
- Characteristics and behaviors of a good negotiator
- Different approaches to negotiation: cooperative vs. competitive
- Limitations of the cooperative approach and situations where competitive negotiation may be more effective
Zusammenfassung der Kapitel (Chapter Summaries)
- The essay begins by exploring various definitions of negotiation, highlighting the emphasis on reaching an agreement through discussion. It then identifies seven key elements that influence negotiations, including interests, legitimacy, relationship, alternatives, options, commitments, and communication.
- Focusing on the elements of legitimacy and communication, the essay argues that failing to acknowledge the other party's point of view undermines the negotiation process, potentially leading to a stalemate. The importance of active listening and understanding the other party's perspective is emphasized.
- The essay then examines the characteristics of a good negotiator, highlighting the importance of preparation, objective criteria, and active listening. It explores different negotiation approaches, including the cooperative approach advocated by Fisher and Ury, and the competitive approach, which prioritizes achieving one's own goals.
- The limitations of the cooperative approach are discussed, acknowledging that competitive negotiation can be effective in certain situations, particularly when time or money are crucial factors.
Schlüsselwörter (Keywords)
This essay focuses on negotiation, best practices, cooperative and competitive approaches, active listening, legitimacy, communication, Fisher and Ury's "Getting to Yes", and different negotiation outcomes.
Frequently Asked Questions
What is the difference between principled and positional negotiation?
Principled negotiation (cooperative) focuses on interests and mutual gains, while positional negotiation (competitive) focuses on fixed demands and winning at the expense of the other party.
What are the seven key elements of negotiation according to Fisher and Ury?
The seven elements are interests, legitimacy, relationship, alternatives (BATNA), options, commitments, and communication.
Why is active listening important in negotiation?
Active listening helps a negotiator understand the other party's perspective and acknowledge their legitimacy, which prevents stalemates and builds trust.
What are the limitations of the cooperative negotiation approach?
Cooperative negotiation may be less effective when time or money are critical constraints, or when dealing with a purely competitive opponent who does not reciprocate.
What is "Getting to Yes" about?
It is a seminal book by Fisher and Ury that outlines the principled negotiation method for reaching agreements without damaging relationships.
What behaviors characterize a good negotiator?
A good negotiator is characterized by thorough preparation, the use of objective criteria, clear communication, and the ability to separate people from the problem.
- Quote paper
- Marcel Strangmueller (Author), 2018, Validity and Limitations of Fisher and Ury's best practise, Munich, GRIN Verlag, https://www.grin.com/document/417201
