Often, negotiators will define a “quintessence” to protect themselves from a bad deal. In the end, the party expects the worst acceptable outcome. Before the actual negotiations, the negotiators decide to reject any proposal below this line. Fisher and Ury opposed the use of bottom lines. Since the number of diversions is determined upstream of the discussions, this figure may be arbitrary or unrealistic. Having already set a rigid end result also inhibits the inventiveness of option generation. Fisher and Ury say a good deal is wise and effective and improves relations between the parties. Sound agreements are in the interests of the parties and are fair and sustainable. The goal of the authors is to develop a method for making good deals. Negotiations often take place in the form of position negotiations. In position negotiations, each party begins its position on a subject. 11] In this pioneering text, Ury and Fisher set out four principles for effective negotiations, including separating people from the problem, emphasizing interests rather than positions, creating a large number of options before agreeing on an agreement, and insisting that the agreement be based on objective criteria.

Three common obstacles to negotiation and ways to overcome them are also under discussion. On the contrary, they argued, negotiators can and should seek negotiation strategies that can help both sides get more of what they want. By listening carefully, treating each other fairly, and exploring value-enhancing options together, negotiators can find ways to achieve a “yes” that reduces the need to rely on tough negotiation tactics and unnecessary concessions. Thank you so much for all the work you`ve done – and for sharing it so openly…