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b.cognosco

Where leaping to conclusions is my primary form of forward motion.

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On Negotiating Better (#987)
Posted: 2/2/2003; 12:13 PM by Terry Frazier
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An analysis of two negotiating strategies -- "Getting to Yes", and "Start with No" -- which take opposite approaches and actually have two very different goals. James Vornov takes a personal look at the two paths to reaching agreement, and points out that "Win-Win" just may not be. James places the analysis in a context that will feel familiar to most business executives.

[...] The best agreement is the one that maximizes utility or value for all parties involved. It will involve give and take and tradeoffs to solve the common problem, but there will be some optimal solution.
Thus, the principle of "Getting to Yes" or "Think Win-Win" yields optimal solutions.
Or does it?
It was Jimmy Carter who made me uneasy with "Getting to Yes". It was clear to me that he had been trained by this school. Sometimes I felt the approach would yield agreements that should never be made. After all, if one side is, in truth, right and one is, in truth, wrong, then a win-win agreement is wrong. [...] [On Deciding...Better]

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