#2 - Negotiation 101

This book provides a step-by-step approach to having tough conversations with less stress and more success. It covers how to decipher the underlying structure of difficult conversations, raise tough issues without triggering defensiveness, manage strong emotions, and keep balance regardless of the other person's response. The book is filled with examples from everyday life and addresses issues such as race, culture, gender, power, and communication via technology. It is designed to help readers improve oral communication in personal, professional, and public life.

Getting to Yes, written by Roger Fisher, William Ury, and Bruce Patton, introduces the concept of principled negotiation. This approach separates the people from the problem, focuses on interests rather than positions, invents options for mutual gain, and insists on using objective criteria. The book provides strategies to manage emotions, avoid common negotiation traps, and deal with 'dirty tricks' used by other parties. It emphasizes the importance of understanding the other side's perceptions, managing misperceptions, and creating a collaborative environment to reach agreements that satisfy both parties.

In 'Getting Past No,' William Ury presents a five-step strategy for negotiating with uncooperative or intransigent opponents. The steps include controlling your own emotions (Go to the Balcony), disarming the opponent by stepping to their side, building a 'golden bridge' to facilitate agreement, making it hard for the opponent to say no, and using power to educate the other side on the mutual benefits of agreement. Ury emphasizes the importance of active listening, acknowledging the other side's points and feelings, and using gentle persuasion to turn confrontation into cooperation. The book is designed to help negotiators in various situations, from professional to personal, by focusing on joint problem-solving and maintaining respect for the other party.

This book, written by G. Richard Shell, provides a systematic and step-by-step approach to negotiation. It outlines six foundations of effective negotiation: your bargaining style, your goals and expectations, authoritative standards and norms, relationships, the other party's interests, and leverage. The book also details a four-step negotiation process: preparation, information exchange, opening and making concessions, and closing and gaining commitment. Shell emphasizes the importance of maintaining professional relationships, understanding psychological and cultural factors, and using ethical negotiation tactics. The book includes real-world anecdotes and is based on the latest research in negotiation and neuroscience.