Getting to Yes 英《谈判力》无需让步的说服艺术.docx

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GettingtoYes英《谈判力》无需让步的说服艺术

Getting+to+Yes+（英）+-+《谈判力》无需让步的说服艺术

Getting

to

YES

Negotiatinganagreementwithoutgivingin

RogerFisherandWilliamUry

WithBrucePatton,Editor

SecondeditionbyFisher,UryandPatton

RANDOMHOUSEBUSINESSBOOKS

1

GETTINGTOYES

Theauthorsofthisbookhavebeenworkingtogethersince1977.

RogerFisherteachesnegotiationatHarvardLawSchool,whereheisWillistonProfessor

ofLawandDirectoroftheHarvardNegotiationProject.RaisedinIllinois,heservedinWorld

WarIIwiththeU.S.ArmyAirForce,inPariswiththeMarshallPlan,andinWashington,D.C.,

withtheDepartmentofJustice.HehasalsopracticedlawinWashingtonandservedasa

consultanttotheDepartmentofDefense.Hewastheoriginatorandexecutiveeditorofthe

award-winningseriesTheAdvocates.Heconsultswidelywithgovernments,corporations,and

individualsthroughConflictManagement,Inc.,andtheConflictManagementGroup.

WilliamUry,consultant,writer,andlectureronnegotiationandmediation,isDirectorof

theNegotiationNetworkatHarvardUniversityandAssociateDirectoroftheHarvard

NegotiationProject.Hehasservedasaconsultantandthirdpartyindisputesrangingfromthe

Palestinian-IsraeliconflicttoU.S.-Sovietarmscontroltointracorporateconflictstolabor-

managementconflictataKentuckycoalmine.Currently,heisworkingonethnicconflictinthe

SovietUnionandonteacher-contractnegotiationsinalargeurbansetting.Educatedin

Switzerland,hehasdegreesfromYaleinLinguisticsandHarvardinanthropology.

BrucePatton,DeputyDirectoroftheHarvardNegotiationProject,istheThaddeusR.Beal

LectureronLawatHarvardLawSchool,whereheteachesnegotiation.Alawyer,heteaches

negotiationtodiplomatsandcorporateexecutivesaroundtheworldandworksasanegotiation

consultantandmediatorininternational,corporate,labor-management,andfamilysettings.

AssociatedwiththeConflictManagementorganizations,whichhecofoundedin1984,hehas

bothgraduateandundergraduatedegreesfromHarvard.

BooksbyRogerFisher

InternationalConflictandBehavioralScience:

TheCraigvillePaperseditorandco-author,

1964

InternationalConflictforBeginners1969

DearIsraelis,DearArabs:

AWorkingApproachtoPeace

1972

InternationalCrisesandtheRoleofLaw:

PointsofChoice1978

InternationalMediation:

AWorkingGuide;IdeasforthePractitionerwithWilliamUry,

1978

ImprovingCompliancewithInternationalLaw1981GettingTogether:

Building

RelationshipsAsWeNegotiate1988

BooksbyWilliamUry

BeyondtheHotline:

HowCrisisControlCanPreventNuclearWar1985

WindowsofOpportunity:

FromColdWartoPeacefulCompetitioninU.S.-Soviet

RelationseditedwithGrahamT.AllisonandBruceJ.Allyn,1989

GettingDisputesResolved:

DesigningSystemstoCuttheCostsofConflictwithJeanne

M.BrettandStephenB.Goldberg,1988

GettingPastNo:

NegotiatingwithDifficultPeople1991

2

Contents

Acknowledgments..................................................................................................................................................4

PrefacetotheSecondEdition...............................................................................................................................5

Introduction...........................................................................................................................................................6

ITHEPROBLEM.......................................................................................................................................................7

1.DON'TBARGAINOVERPOSITIONS..........................................................................................................................7

IITHEMETHOD.....................................................................................................................................................13

2.SEPARATETHEPEOPLEFROMTHEPROBLEM........................................................................................................13

3.FOCUSONINTERESTS,NOTPOSITIONS.................................................................................................................23

4.INVENTOPTIONSFORMUTUALGAIN...................................................................................................................31

5.INSISTONUSINGOBJECTIVECRITERIA................................................................................................................42

IIIYES,BUT.............................................................................................................................................................49

6.WHATIFTHEYAREMOREPOWERFUL?

..............................................................................................................50

7.WHATIFTHEYWON'TPLAY?

..............................................................................................................................54

8.WHATIFTHEYUSEDIRTYTRICKS?

....................................................................................................................64

IVINCONCLUSION...............................................................................................................................................71

VTENQUESTIONSPEOPLEASK.......................................................................................................................72

ABOUTGETTINGTOYES.........................................................................................................................................72

3

Acknowledgments

Thisbookbeganasaquestion:

Whatisthebestwayforpeopletodealwiththeir

differences?

Forexample,whatisthebestadviceonecouldgiveahusbandandwifegetting

divorcedwhowanttoknowhowtoreachafairandmutuallysatisfactoryagreementwithout

endingupinabitterfight?

Perhapsmoredifficult,whatadvicewouldyougiveoneofthemwho

wantedtodothesamething?

Everyday,families,neighbors,couples,employees,bosses,

businesses,consumers,salesmen,lawyers,andnationsfacethissamedilemmaofhowtogetto

yeswithoutgoingtowar.Drawingonourrespectivebackgroundsininternationallawand

anthropologyandanextensivecollaborationovertheyearswithpractitioners,colleagues,and

students,wehaveevolvedapracticalmethodfornegotiatingagreementamicablywithoutgiving

in.

Wehavetriedoutideasonlawyers,businessmen,governmentofficials,judges,prison

wardens,diplomats,insurancerepresentatives,militaryofficers,coalminers,andoilexecutives.

Wegratefullyacknowledgethosewhorespondedwithcriticismandwithsuggestionsdistilled

fromtheirexperience.Webenefitedimmensely.

Intruth,somanypeoplehavecontributedsoextensivelytoourlearningovertheyearsthat

itisnolongerpossibletosaypreciselytowhomweareindebtedforwhichideasinwhatform.

Thosewhocontributedthemostunderstandthatfootnoteswereomittednotbecausewethink

everyideaoriginal,butrathertokeepthetextreadablewhenweowesomuchtosomany.

Wecouldnotfailtomention,however,ourdebttoHowardRaiffa.Hiskindbutforthright

criticismhasrepeatedlyimprovedtheapproach,andhisnotionsonseekingjointgainsby

exploitingdifferencesandusingimaginativeproceduresforsettlingdifficultissueshaveinspired

sectionsonthesesubjects.LouisSohn,deviserandnegotiatorextraordinaire,wasalways

encouraging,alwayscreative,alwayslookingforward.Amongourmanydebtstohim,weowe

ourintroductiontotheideaofusingasinglenegotiatingtext,whichwecalltheOne-Text

Procedure.AndwewouldliketothankMichaelDoyleandDavidStrausfortheircreativeideas

onrunningbrainstormingsessions.

Goodanecdotesandexamplesarehardtofind.WearegreatlyindebtedtoJimSebeniusfor

hisaccountsoftheLawoftheSeaConferenceaswellasforhisthoughtfulcriticismofthe

method,toTomGriffithforanaccountofhisnegotiationwithaninsuranceadjuster,andto

MaryParkerFollettforthestoryoftwomenquarrelinginalibrary.

Wewantespeciallytothankallthosewhoreadthisbookinvariousdraftsandgaveusthe

benefitoftheircriticism,includingourstudentsintheJanuaryNegotiationWorkshopsof1980

and1981atHarvardLawSchool,andFrankSander,JohnCooper,andWilliamLincolnwho

taughtthoseworkshopswithus.Inparticular,wewanttothankthosemembersofHarvard's

NegotiationSeminarwhomwehavenotalreadymentioned;theylistenedtouspatientlythese

lasttwoyearsandofferedmanyhelpfulsuggestions:

JohnDunlop,JamesHealy,DavidKuechle,

ThomasSchelling,andLawrenceSusskind.Toallofourfriendsandassociatesweowemore

thanwecansay,butthefinalresponsibilityforthecontentofthisbooklieswiththeauthors;if

theresultisnotyetperfect,itisnotforlackofourcolleaguesefforts.

Withoutfamilyandfriends,writingwouldbeintolerable.Forconstructivecriticismand

moralsupportwethankCarolineFisher,DavidLax,FrancesTurnbull,andJaniceUry.

WithoutFrancisFisherthisbookwouldneverhavebeenwritten.Hehadthefelicityof

introducingthetwoofussomefouryearsago.

Finersecretarialhelpwecouldnothavehad.ThankstoDeborahReimelforherunfailing

competence,moralsupport,andfirmbutgraciousreminders,andtoDeniseTrybula,whonever

waveredinherdiligenceandcheerfulness.AndspecialthankstothepeopleatWordProcessing,

ledbyCynthiaSmith,whometthetestof