Thinking method · Fisher, Ury & Patton, Getting to Yes

Positions and interests

Getting underneath what each side is demanding to what each side needs. Any negotiation or disagreement stuck on two incompatible demands.

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Getting underneath what each side is demanding to what each side needs.

The steps

1. Write their position: what they say they want.
2. Write your own position beside theirs, in the same plain terms.
3. Now ask of each: why? What need does that position serve?
4. List interests on both sides. There are usually several, and they usually do not all conflict.
5. Invent options that serve both sets of interests before evaluating any.
6. Agree an objective standard for deciding between options, so it is not a contest of will.

When to use it

Any negotiation or disagreement stuck on two incompatible demands.

What it will not do

It needs the other side to be arguing in good faith. It will not save you from someone who is not.

Where it comes from: Fisher, Ury & Patton, Getting to Yes. Described in our own words.