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V r n w n n' s G u t o B

GprrrNG To YpsVroeo WoRrsHopoN NEcorrATroN

Presented by

Boger Fisher I William Ury. Bruce Patton

of the Harvard Negotiation Proiect

Produced in collaborationwith Conflict Management, lnc.

Distributed by

Gl*arn(omkamCom, Inc.714 Industrial DriveBensenville, IL 60106

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V I E v E R , s G U I D E

Ggrrwc To Yrs: Tan Vnno Wonxsnop LrcBNsn AcnrrupNt

User acknowledges that Getting To Yes: The Yid.eo Workshop, including allsupplementary print and audio material (the Product), is protected by United Statesand international copyright laws.

The Product may be used solely within the User's organization for educationalpresentations to the User's employees or members. The Product may be used incourse work at accredited four-year undergraduate and graduate colleges anduniversit ies,

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The Product may not be incorporated, in whole or in part, into any other programor presentation without prior written approval of Getting To Yes: The VideoPartnership. User agrees that it will not display the Product to its clients or custom-ers unless a copy of the Product has been purchased by each client or customer.

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@ 1991 Getting To Yes: The Video Partnership. GettingTo Yes'"

Research at Harvard Univ€rsity is undertaken with th€ expectation of publication. In such publication, rheauthors alone are responsible for srarements of fact, opinions, recomm€ndations, and conclusions expressed.Publicarion in no way irnplies approval or endorsemeDt by Harvard Univ€rsity, any of irs faculries, or by thePresident and Fellows of Harvard Collep€.

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CoutnNrs

About Your Viewer's Guide

Usage Suggestions

Tape One

Introduction

Segment One: Interests

Segment Two: Options

Segment Three: Standards

Time: 7 minutes

Time: 14 minutes

Time: 18 minutes

Time: 13 minutes

7

8

Tape Two

Segment Four: People

Segment Five: Alternatives (BATNA)

Segment Six: Closure

Segment Seven: Finale

Time: 25 minutes

Time: 17 minutes

Time: 18 minutes

Time: 19 minutes

9

1 0

1 1

72

Suggested Readings 1,4

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V T E w E R ' s G U I D E

Preface

In this Vorkshop, Roger Fisher, Vil l iam Ury, and Bruce Patton instruct the viewer

on the techniques of Principled Negotiation made famous in their book, Getting To

Yes: Negotiating Agreettent Vlitbout Giuing ln AIl of the strategies and techniques

are demonstrated through the use of actual negotiations. This facil i tates learning and

application by the viewer.

Getting To Yes has sold more than two mill ion copies in over 18 languages because

the methods it teaches workl This Video \forkshop gives you an opportunity that

the book does noti to see the negotiating techniques in use.

About Your Viewer's Guide

the Viewer's Guide rs a comprehensive segment-by-segrnent summary of the Video

Work 'hop. You can use rh i r gu ide :

You should consider also reading the book, Getting To Yes, by Roger Fisher and

Will iam Ury, edited by Bruce Patton.

Usage Suggestions

Getting To Yes: The Video V/orkshop On Negotiation may be used for management

team workshops, off-site formal executive development programs, and individual

study.

Mdnageme l Ieam \YorkshoP Series

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Indiuidual Study

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V I E w E R ' s G u t o e

SEcuENr 9r*tERESrs

Purpose: To introduce the concept of positions and interests and to explore ways to

identify and talk about them in negotiation.

Positions

i r''vtsJyouert! t

: i'!,.'.{'ri i:*l q(1&$$';;;;. ;,;i':,;i"l;!1,:i:lX.)l:Never take positions for granted. Always look behind positions for the underlying

lnreresrs.

lnterests;

q U{dbllyirq motiv6toT

. r u i " a i u n 4 " q i , r . r a . - t - ! r ! r { - ! l r ! - ! r \ -

. r " u r , " i " r p i , q i n n * ' ' a a l ' 1 ! ' t

Unders tand your in re re ' t t be fore s ta r r ing a negor iJ l lon .

Discovering lnierests:

Discover the other person's interests to guide your negotiation. If people won't tell

you their interests, propose an idea and ask, "S(hy not?" You may discover their

interests in a crit ical wav.

Notes on SeS f i en t O f i e

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snc$Two: oprroNs

Purpose: To i l lustrate the importance of separating the process of inventing possible

options for agreement from the process of deciding among those options, andto show how to brainstorm creative options that dovetail differing interests formutua l ga in .

Explore a variety of options before making any decisions. Remember, an option is

not a commitment. It is a possible agreement or part of one.

Brainstorming 0Ptions:

xi,la. r',i3-.& x.,

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,

Two Ways to Talk aboul an lssue:

Notes on Segment Two

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V T E w E R ' s G u r o r

src$THRIE: SreNoenos

Purpose: To explore how independent standards can help parties to reach an

agreement when interests conflict without either side having to back down.

Standards are independent benchmarks of comparison.

Examples ol Standards:

- To resolve conflicting interests, use independent standards.- Research standards before you sit down to negotiate: prepare!- Standards help the other side to persuade their constituents.- Standards persuade both parties that an agreement is fair.

l lsing Independent Standards:

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Notes otu Segment Three

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sECry FouR: Ppopr-E

Purpose: To explore what you can do to minimize people problems in rregouauonand how to deal effectively with them.

Separate the people problem from the substantive issues.

Turn face to-face confrontation into side-by side problem solving.

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People lssues:

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for People

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People T

Notes on Segment Four

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V T E w E R ' s G U I D E

. ls ir as good a$ they think?

. Can you legitimately change or worsen it?

. r.lheirBATNA isioor, y6u ire

11t"" ", -"*"" nt:i,::T:::'.^",',^.roor, you are in a beter position. '

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SEcXS'f rvE: ALTERNATTvES (BATNA)

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Purpose: To erplain the importance of exploring alternatives to agreement, estimat-ing each side's BATNA-Best Alternative To a Negotiated Agreement, and improv-ing yours.

BATNA: Your Best Alternative To a Negotiated Agreement

A self-help alternative if the negotiation fails.

Before sitt ing down to negotiate, determine your BATNA by deciding the best

alternative that satisfies your interests in the event you do not agree.

Know Your BATNA:

. ' . , . ' ' . ' , ' .. r Exp lo ie . and Invent as i i ra r ty , duer la r ives as poss ib le : b l i ins to rm. . . , , . . , . - . ._ . ,

i,lrirprovo yorii aiternotives, i{ ioslible. ' ... .:

', ' .

'' , lt ' . i ' . ' . . . 1 . r ' . . :. Select your BATNA.

. Consider the other side's BATNA.

Estirnate Their BATNA:

t ' t ' _ ' | ' r r ' " " :

Notes on Segment Fiue

1 0

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sr"$fsrx: crosuRn

Purpose: To explain the importance of avoiding premature commitment tnnegotiation and to explore ways to move in an orderly way toward closure, so thatfinal decisions are made with an operational agreement in ha.nd to review.

To Gain Closure:

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Notes on Segment Six

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V r E w E n ' s G u t o e

sEGry spvpN: FrNerp

Purpose: To deepen and enrich understanding of the elements of negotiation, tosuggest ways to put these ideas into practice, and to offer ways that partrclpants cango abour improv ing rhe i r "k i l l s over t ime,

lnterests;

igio", ytnr in"tetesiq*et-rr t '

r iy i y"upier in t rr"" t '?ragt- '1 '"nop. | ' t " ' t . - ' '

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0ptions:

Standards:

People:

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Getting To Yes:

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V T E w E R ' s G U r D E

Succ RpeorNcs

Fisher, Roger and Ury, William, and for the Second Edition, Bruce Patton of the

Harvard Negotiation Project. Getting To Yes: Negotiating Agteement Without

Giving In,New \ork: Penguin, 1991.

Fisher, Roger and Brown, Scott. Getting Togetber: Building Relationsbips As We

Negotiate, New York: Penguin, 1988.

Ury, William. Getting Past No: Negotiating With Difficuh People, New York:

Bantam, 199L.

Getting To Yes: The Video Vorkshop is based primarily on the book, Getting To

Yes: Negotiating Agreement Without Giuing In To read more about the Workshop

content, approach the book as foliows:

Video Workshop Book

Introduction Chapter 1

Segment One Chapter 3

Segment Two Chapter 4

Segment Three Chapter 5

Segment Four Chapters 2 and 7

Segment Five Chapter 6

Segment Six Question 8 in the new concluding section of therevised edition of G etting To Yes (available in late

19971, "Ten Questions People Ask About Gerizg To

Yes"

Segment Seven The whole book

Audio Tape Questions 1-7,9, ar,d 10 in "Ten Questions PeopleAsk About Gettins To Yes"

1.4

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Ad.d.itional Vdeo Resources Aysilqble

Call your Video Publishing House Inc. Account Manager for complete informationon additional video resources available to complement and support your negotiationand collaboration skil ls-building efforts:

Getting To YES: Short Cut - an edited version of the full- length program.

Five Skills For GettingA "Yes" featuring Dr. Roger Fisher, uses five casestudies on three continents to underscore and il lustrate key skil ls used by the world'sgreat negotiators.

Five Skills For Getting A "Yes": Short Cut - an edited version of thefull- length program.

Five Skills For Getting A "Yes": South Africa Model - an edited version of thefull- length program using just one case study as the model for i l lustrating the keynegotiation skil ls-

FOURtalk The Power Of Collaboration - from The Contact Group,a Pittsburgh-based training and development company.

Negotiating Corporate Change - from Harvard Business School Publishing,featuring Professor James K. Sebenius.

The Herb Cohen Negotiation Series classic includes three titles:Artful Negotiating, Everyone's A Negotiator and Persuasive Negatiating.

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