Getting to Yes¶
Fisher, R., Ury, W., & Patton, B. (2011). Getting to Yes: Negotiating Agreement Without Giving In. Penguin Books.
Cited by¶
5 citations across 5 artifacts.
Each citation links to the sentence it supports in the citing article.
Primes¶
- Stakeholder Analysis
- Listed in the references but not attached to a specific claim.
- Stasis
- Almost every protracted spec argument turns out to be at the wrong stasis, and skilled facilitation surfaces the actual stasis before debating remedies. Conflict mediation. Mediators are trained to ask what the dispute is actually about; the surface dispute (the driveway, the dishes) routinely masks a definitional dispute (what counts as fairness here?) or a jurisdictional one (whose decision is this?), and naming the stasis is often what unlocks resolution.
This sourceFoundational mediation/ADR text distinguishing positions from underlying interests — supporting the claim that mediators diagnose what a dispute is 'really about' beneath its surface (the driveway/dishes masking a definitional or jurisdictional dispute).
- Almost every protracted spec argument turns out to be at the wrong stasis, and skilled facilitation surfaces the actual stasis before debating remedies. Conflict mediation. Mediators are trained to ask what the dispute is actually about; the surface dispute (the driveway, the dishes) routinely masks a definitional dispute (what counts as fairness here?) or a jurisdictional one (whose decision is this?), and naming the stasis is often what unlocks resolution.
Mechanisms¶
- Conflict Mediation
- It works best when both parties have genuine incentive to keep working together and can negotiate from their underlying interests rather than fixed positions.
This sourcePresents negotiation around underlying interests rather than fixed positions as a central principle of constructive agreement seeking.
- It works best when both parties have genuine incentive to keep working together and can negotiate from their underlying interests rather than fixed positions.
- Face-Saving Negotiation Move
- Its strength is unblocking deals that are already rational but jammed by status: when the only thing standing between two parties and a settlement they both want is the fear of looking weak, this is the cheapest possible fix, because it changes the framing rather than the terms.
This sourceExplains that negotiators may hold out to avoid the appearance of backing down and recommends proposals consistent with their values and self-image.
- Its strength is unblocking deals that are already rational but jammed by status: when the only thing standing between two parties and a settlement they both want is the fear of looking weak, this is the cheapest possible fix, because it changes the framing rather than the terms.
- Negotiation Derailment Repair Protocol
- Its strength is catching a talk that is degrading — not merely hard — and repairing the process before positions calcify into an impasse, while protecting the thing mechanical correctors ignore: a party's legitimate right to disagree and to walk to its BATNA.
This sourceDefines a BATNA as the alternative to agreement and protects a party's ability to reject a worse deal and walk away.
- Its strength is catching a talk that is degrading — not merely hard — and repairing the process before positions calcify into an impasse, while protecting the thing mechanical correctors ignore: a party's legitimate right to disagree and to walk to its BATNA.
Verification¶
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Links previously used in the corpus¶
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