Category: Book

  • Getting to Yes

    Tired of arguments and deadlocked deals? Learn the powerful, four-point framework of Principled Negotiation from the classic guide, Getting to Yes.

    “Getting to Yes” outlines a method of negotiation called Principled Negotiation, or negotiation on the merits. This approach shifts the focus from winning a positional battle to achieving a mutually satisfactory outcome based on objective criteria. The authors, Roger Fisher and William Ury (and later Bruce Patton), propose that a good negotiation must produce a wise agreement efficiently and improve, or at least not damage, the relationship between the parties.

    The book breaks Principled Negotiation down into four core components that guide negotiators toward successful outcomes:

    1. Separate the People from the Problem

    The authors emphasize that emotional, personality, and relationship issues often become tangled up with the substantive problem being negotiated.

    • Be soft on the people, hard on the problem.
    • Address the underlying emotions and perceptions of the other side.
    • Focus on mutual understanding, not just communication. Acknowledge their feelings without necessarily agreeing with them.

    2. Focus on Interests, Not Positions

    A position is a stated demand – “I must have $50,000 for this car”. An interest is the underlying need, desire, or motivation behind that position – “I need a reliable car to get to my new job,” or “I need to sell this car quickly to afford my tuition”.

    • Negotiation is often more productive when both parties share their interests, which can often be compatible even when their positions seem opposed.
    • The goal is to find solutions that satisfy those deeper, shared or complementary interests.

    3. Invent Options for Mutual Gain

    Too often, negotiators assume the pie is fixed and that any gain for one party must mean a loss for the other. Principled Negotiation encourages brainstorming multiple solutions before deciding on any one of them.

    • Broaden the options before narrowing the choice.
    • Look for shared interests such as both want a long-term, stable relationship and complementary differences such as one party values time, the other values money.
    • Search for win-win solutions, where both parties leave satisfied.

    4. Insist on Using Objective Criteria

    Decisions should be based on standards that are independent of the will of either side, making the outcome seem fair and legitimate.

    • Criteria should be legitimate and practical, such as market value, expert opinion, custom, law, or scientific standards.
    • Frame the process as a joint search for a fair solution based on objective standards, not a battle of wills.

    The Decisive Alternative: BATNA

    A key concept is the Best Alternative To a Negotiated Agreement (BATNA). This is your safety net, the course of action you will take if the negotiation fails.

    • Knowing your BATNA and working to improve it gives you power and confidence in the negotiation.
    • You should never agree to a deal worse than your BATNA.

    Which of the four principles “separating people from the problem”, “focusing on interests over positions”, “inventing options for mutual gains”, or “using objective criteria” do you think is the hardest to apply in a high-stakes negotiation, and why?

    Leave a Reply

    Your email address will not be published. Required fields are marked *

  • The Magic of Thinking Big

    Your success isn't limited by your talent, it's limited by your thinking!

    “The Magic of Thinking Big” is a practical, inspiring guide focused on the idea that success is primarily determined by the size of one’s belief and the quality of one’s thinking, not by intellect, talent, or luck. David Schwartz argues that when you think small, you achieve small results, but when you adopt the habit of thinking big, you unlock your potential for major success in every area of life.

    The book is structured as a series of actionable principles, backed by real-world examples, and rooted in the philosophy that attitude is everything.

    1. Believe You Can Succeed and You Will

    This is the foundation of the book. Schwartz states that belief is the “thermostat” that regulates your achievement level.

    • Cure yourself of “Excusitis”: Stop making excuses about health, intelligence, age, or luck.
    • Action follows belief: If you truly believe you can do something, your mind will automatically find ways to make it happen.
    • Visualize your success; act and think like the person you want to become.

    2. Tame the “Small Thinker”

    Successful people aren’t necessarily smarter, they’re just better at using their minds to set higher goals and devise creative plans.

    • Stop selling yourself short. Look at what is, not what has been.
    • Avoid the negativity and gossip that drags down small thinkers.
    • Add value to things and people; see things not just as they are, but as they can be.

    3. Build Confidence and Destroy Fear

    Fear is the single greatest obstacle to big thinking. The antidote is action.

    • Isolate your fear: Pinpoint the exact thing you are afraid of and take constructive action to remedy it.
    • Practice putting first things first to build confidence by tackling the most important tasks immediately.
    • Practice depositing good thoughts into your memory bank and withdrawing them when you need a confidence boost.

    4. Think and Act Like a Leader

    Leadership is a quality that can be developed by adopting certain habits:

    • Be a human being: Treat people right, encourage them, and make them feel important.
    • Outgrow your environment: Surround yourself with successful, optimistic people who inspire big thinking.
    • Get momentum: Initiate action and follow through. Don’t wait for perfect conditions.

    5. Adopt the Growth Mindset

    Schwartz dedicates significant portions to practical steps for personal growth:

    • Think progress, expect future success: Focus on improving your skills and anticipating positive outcomes.
    • Invest in yourself: Dedicate time to improving your appearance, knowledge, and presentation.
    • Use goals to help you grow: Set clear, exciting goals and measure your progress to stay motivated.

    What is the single biggest “excuse” (or ‘Excusitis’ symptom) that you catch yourself using, and what small action can you take this week to actively prove it wrong?

    Leave a Reply

    Your email address will not be published. Required fields are marked *