This one was pretty technical. The authors really break down the thought process of having a principled negotiation instead of trying to negotiate either “soft” or “hard.” They provide a variety of examples/case studies that emphasize the point. Not going to lie, this was a bit dry, but very good book if you want to read more about different leadership styles.
“Getting to Yes” breaks down key concepts from the authors such as “Don’t Bargain Over Positions,” “Separate the People from the Problem” and “Focus on Interests, Not Positions.” Through each breakdown they go through and provide an example to emphasis their point. I thought this book at times was dry, but I like the constant reinforcement that they are trying to get to in which that every negotiation that you have with either a boss, a direct report, or peer, you can work to make sure that you are principled in your negotiations and don’t need to start from a soft or hard position. I have a boss right now that all he does is try to argue his point with our whole team and never listens to a thing we say. That leads to resentment among the rest of us and also anger. It’s frustrating to know that you are being ignored since the boss wants to do things his or her own way without taking into consideration other people. It didn’t help in our case that he was totally wrong in his approach and we (the team) are paying for it now.
One of my favorite chapters though was “What if They Are More Powerful?” or Develop your BATNA-Best Alternative To a Negotiated Agreement. And believe me I paid attention to this just because a deputy I work for likes to win. You can see him just thinking about his retort when other people are speaking. Drives me up the wall. This chapter though takes you through steps such as protecting yourself, the costs of knowing your bottom line, and knowing your BATNA.
Definitely recommend for a leadership course. And will say once again this is pretty dry.