The book "Negotiation without defeat. Harvard Method"

The desires and interests of the people around us, including us, differ significantly. Not each of us is ready to concede or miss our profit. But in order to live harmoniously in society, it is necessary to look for a common language to resolve conflicts. This is taught by one of the best negotiating books, Negotiating Without Defeat.

Who are the authors?

One of the authors of “Negotiations without defeat. Harvard Method ”R. Fisher is the director of the Harvard Negotiating Project and lectures at the College of Law. Negotiates with Cambridge, many companies and the government.

Co-author U. Yuri, one of the founders of the Harvard Negotiation Project, as a consultant, participated in various conflicts: Kentucky strikes, Middle East and Balkan wars. Among those who turn to him for advice are the Pentagon, Ford, the Treasury and the US Department of State.

Another co-author of the book “Negotiations without defeat. Harvard Method ”B. Patton also conducts negotiation projects at Harvard, and as a well-known lawyer, he teaches jurisprudence and teaches the heads and employees of state corporations in the art of negotiation.

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What is this book about?

Negotiations are an integral part of every person’s life. Each of us participates in the negotiations from the very moment we begin to learn to speak. Persuading to buy a toy, the child is negotiating with his parents, which he does not always succeed. Basic skills are not enough to become a winner. Each such process is unique, and the ideal script for it will not work. But you can apply the techniques and techniques that have always worked and continue to do so.

Now there is a lot of literature on the art of negotiation, but the book “Negotiations without defeat. Harvard Method ”deserves special attention, as it was written by leading Harvard experts. It is intended not only for beginners, but also for professionals. The information here is clearly structured, everything is described in detail, and many methods and techniques proposed by the authors of the book will open in a new light.

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Who will be useful?

The book will be interesting to all readers, even those who, it would seem, are not directly related to the negotiations. In fact, the negotiations that we conduct every day with parents, neighbors, children, the employer, are no different from business ones. Many trainings suggest that the first opinion that is formed about a person is difficult to change. And they forget about the basic wisdom - to separate a person from a problem. In reviews of the book “Negotiations without defeat. Harvard Method ”readers write that it contains answers to many questions.

The book will bring invaluable benefits to those who are tired of conflicts at work and at home. The simple examples given in the book will teach opponents to understand not by the words they say out loud, but by the context that carries information about unmet needs. Business managers will find on the pages of “Negotiations without defeat. Harvard method »tips on how to strengthen the business, push subordinates to new ideas, pull out the necessary information. The step-by-step brainstorming tutorial provided here is useful to everyone.

What can you learn?

  1. Perceive competitors not as enemies, but as partners in resolving the conflict.
  2. To conduct negotiations at the highest level and maintain good relations with the enemy.
  3. Keep calm in the negotiation process.
  4. Read between the lines, take seriously interests, not positions.
  5. Learn ways to mutually beneficial negotiations.
  6. Build relationships with your own team.
  7. Negotiate on the NEA methodology, when all the advantages are on the opposite side.
  8. Apply new knowledge and skills to negotiate with the least risk.
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How is the book arranged?

“Negotiations without defeat. Harvard Method ”consists of four parts:“ Problem ”,“ Method ”,“ Yes, but ... ”,“ In conclusion ”. In the first part, there is only one chapter, “Do Not Bid Positionally.” The author explains that no matter who the discussion concerns — the state or family members, each of the parties is forced to make concessions in reaching a compromise. When negotiators limit themselves to positions, it is impossible to reach an agreement. Such negotiations turn into a contest of will.

The four chapters of the second part of the Method describe how to reach an agreement that satisfies the interests of all negotiators. Reluctance to treat another person as a person can have a catastrophic effect on the negotiation process. By making and rejecting demands, both sides of the conflict regard the problem and the person as one and the same factor. This applies not only to business negotiations, but also to family relationships. Often, elementary words like “what a mess in the room” that are said to indicate a problem are perceived as personal accusations.

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What is a NEA?

In three chapters of the third part of “Negotiations without defeat. Harvard Method ”explains that the inability to separate a person from a problem is a big mistake. When emotional intensity reaches the limit, people who do not want to understand each other, slide down to personal insults. The author claims that "to understand the point of view of another person is not a cost, but an advantage."

Entering into negotiations, all parties to the conflict most often have a comfort zone, maximum and minimum options. This approach is outdated. The pressure and aggression will not only confuse an inexperienced opponent, but also an experienced negotiator. The author suggests considering the best alternative to the negotiated agreement (NEA). A good negotiator not only takes into account the wishes of opponents, but also searches for criteria that can be used as an argument. Objective criteria can be applied both as a sword and as a shield.

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In the fourth chapter, “Conclusion,” the author explains: there is nothing in the book that a person does not know from life experience, but it will help to relate this experience and common sense, which will create a useful basis for reflection and action. As readers write in reviews, “Negotiations without defeat. Harvard Method ”helps move in the right direction. Putting the knowledge gained from the book into practice, you can best cope with difficulties and win negotiations.


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