Getting to Yes: Negotiating Agreement Without Giving In
by Roger Fisher, William L. Ury, and Bruce Patton
Contents
V TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES
Overview
This chapter frames ten frequently asked questions about applying principled negotiation. The questions span fairness, dealing with difficult counterparts, tactical choices, and power disparities. By organizing real-world concerns, the chapter signals where negotiators most often seek guidance and sets up practical answers in subsequent discussion.
Summary
The chapter introduces ten common questions practitioners ask about using principled negotiation, grouping them into themes of fairness, people, tactics, and power. It serves as a roadmap to practical concerns that arise when shifting from positional bargaining to an interest-based approach.
On fairness, the questions probe when, if ever, positional bargaining makes sense; how to proceed when parties hold different standards of fairness; and whether one should act fairly even when not compelled to do so.
On dealing with people, the questions address what to do when interpersonal dynamics are the core problem; whether to negotiate with terrorists or extreme actors and when not to negotiate; and how to adapt for differences in personality, gender, culture, and other individual factors.
On tactics, the questions consider logistical and strategic choices such as meeting location, who makes the first offer, and how high to start; how to move concretely from inventing options to making commitments; and how to test these methods with limited risk.
On power, the final questions ask whether principled methods can prevail against a more powerful counterpart and how to enhance one’s negotiating power. Collectively, the list highlights the practical stakes and decision points that shape effective application of principled negotiation.