The purpose of Getting To Yes: The Video Workshop Short Cut Version is to present to particpants the effective probelm-solving approach to negotiation developed at the Harvard Negotiation Project by Roger Fisher, William Ury, and Bruce Patton and explained in the book,
Getting To Yes: Negotiating Agreement Giving In. When participants have finished viewing the videotape and have completed the activities outlined in the User's Guide, they should be able to:
- Segment One: Interests
- Differentiate between positions and interests in negotiation.
- Use questions to bring out interests, even when the other side is reluctant.
- Segment Two: Options
- Organize a brainstorming session to generate creative options for mutual gain.
- Segment Three: Standards
- Use independent standards to reconcile conflicting interests while avoiding a contest of will and the need for one side to back down.
- Segment Four: People
- Disentangle people probems form substantive ones.
- Use people techniqes like active listening to deal with people problems.
- Segment Five: Alternatives (BATNA)
- Figure out when it makes sense to walk away from a negotiation, and when it does not.
Getting to Yes is intended for anyone who negotiats important matters in an organization or as a professional. It may be used for management team workshops, off-site formal executive development programs, and individual study.
The program includes 60-minute video and User's Guide.
Available in these subtitled versions: French, Czech, Bulgarian, Greek, Hungarian, Polish, Romanian, and Serbian. Also avialable in Spanish Language version.
