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The book entitled 'Getting to Yes' by R. Fisher, W.Ury and B.Patton is designed for broad target audience, but is particularly interesting to those, who would like to understand and apply the strategies that allow gaining compliance or achieving consensus. The four principles, described in the writing, should be understood as the stages of negotiation. The book substantiates the importance of using objective criteria to manage with the discrepancies in the proposals. These differences jeopardize the negotiation, as they might turn into another powerful apple of discord, so it is also important to share interests.

Major theses.
1) The authors allege that common interests are more important than shared positions and views.
2) The authors suggest that separating individuals from questions and problems discussed allows maintaining positive and humane relationships, which, in turn, are likely to play their helpful role in the process of gaining (mutual) agreement.
3) One of the most serious barriers to compromise is human emotions, as the mentioned process might frustrate or cause aggression, anger or guilt.
4) The writing teaches to distinguish between individuals from the points of conflict or debate and regard the opponent as a partner rather than an adversary.

Primary issues to discuss.
1) How do the scholars describe the counterproductive negotiation? Which negative emotion-based techniques should be avoided?
2) Is it a good idea to change the opponent's interests?
3) Do you agree that in the process of negotiation, both sides are able to identify all opponent's interests?
4) What would you like to add to the recommendations for successful negotiations?

Suggested reading.
Fisher, R., Ury, W. and Patton, B. Getting To Yes, 2nd Ed. New York: Penguin Books, 1999.

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'Getting to Yes' by R. Fisher

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