(Fisher and Ury 1981) Getting to yes

Fisher, Roger; Ury, William. Getting to yes: negotiating agreement without giving in. 1st ed. New York: Penguin; 1981.

Fisher and Ury, director and associate director (respectively) of the Harvard Negotiation Project, expound their favored method of conflict resolution, which they term principled negotiation. This method attempts to find an objective standard, typically based on existing precedents, for reaching an agreement that will be acceptable to both interested parties. Principled negotiation emphasizes the parties’ enduring interests, objectively existing resources, and available alternatives, rather than transient positions that the parties may choose to take during the negotiation. The outcome of a principled negotiation ultimately depends on the relative attractiveness of each party’s so-called BATNA: the “Best Alternative To a Negotiated Agreement”, which can be taken as a measure of the objective strength of a party’s bargaining stance. In general, the party with the more attractive BATNA gets the better of the deal. If both parties have attractive BATNAs, the best course of action may be not to reach an agreement at all.


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Last revision: March 18, 2013