Negotiating Training – The ‘Getting to Yes’ strategy
‘Getting to yes’ is an approach designed to lead to agreement:
- Put yourself in their shoes.
- Don’t deduce their intentions from your fears.
- Don’t blame them for your problem.
- Discuss each other’s perceptions.
- Give them a stake in the outcome by making sure they participate in the process.
- Make your proposals consistent with their values to help save face.
Fisher, Roger, William L. Ury and Bruce Patton. Negotiating Agreement without Giving In. (Penguin Paperbacks 1991) 2nd edition
I think that ‘Sensitivity to the Needs of Others’ plays the most important role in this approach.
Sensitivity to the Needs of Others
An open and non-judgmental approach, which respects other, people and cultures. Good listening skills and empathy.
Volunteers are placed in situations where people they are living and working with are likely to have different beliefs, behaviors, values and norms to their own. Volunteers need to be aware of, and sensitive to, these differences. With time this enables a better adjustment to their placements, helps them understand, cope with and respond diplomatically to frustrations, which may be caused by being in an environment, which is different to their own.
Sensitivity in interpersonal relationships e.g.
- Caring attitude
- Caring response to other candidates
- Effects of separation/absence considered
Diplomatic response to cultural difference e.g.
- Awareness/experience of different cultures
- Able to keep views (e.g. on politics/sex/religion) to self
Aware of own values and limitations e.g.
- Aware of limitations of own understanding
Accepts and values diversity