In this Workshop, Roger Fisher, William Ury, and Bruce Patton instruct the viewer on the techniques of Principled Negotiation made famous in their book,
Getting To Yes: Negotiating Agreement Without Giving In. Getting To Yes has sold more than two million copies in over 18 languages because the methods it teaches work. This workshop gives you an opportunity that the book does not, to see the negotiating techniques in use.
The purpose of this program is:
- To introduce the concept of positions and interests and to explore ways to identify and talk about them in negotiation.
- To illustrate the importance of separating the process of inventing possible options for agreement from the process of deciding among those options, and to show how to brainstorm creative options that dovetail differing interests for mutual gain.
- To explore how independent standards can help parties to reach an agreement when interests conflict without either side having to back down.
- To explore what you can do to minimize people problems in negotiation and how to deal effectively with them.
- To explain the importance of exploring alternatives to agreement, estimating each side's BATNA - Best Alternative To a Negotiated Agreement, and improving yours.
- To explain the importance of avoiding premature commitment to negotiation and to explore ways to move in an orderly way toward closure, so that final decisions are made with an operational agreement in hand to review.
- To deepen and enrich understanding of the elements of negotiation, to suggest ways to put these ideas into practice, and to offer ways that participants can go about improving their skills over time.
Due to the length of this program (120 minutes), it is not available for online preview.
Click here to preview shorter version. 
