News of the death of Roger Fisher, one of the authors of Getting to Yes, reminds us to thank him and his co-authors William Ury and Bruce Patton for one of the best business/life books I’ve ever read. Its message and approach to negotiations is quite simple and direct. First the authors talk about “principled negotiations.” Second, the approach is based on four propositions:
- Separate the people from the problem
- Focus on interests, not positions
- Invent options for mutual gain
- Insist on using objective criteria
I keep trying to find better books on the subject, but always return to this text. We would be better off if more people in the public and private sectors subscribed to its principles.
If you haven’t read Getting to Yes, put it on the must read list. If you have read the book, you know it’s one of the good friends in the library.Read more