Approaches to Negotiations: A Study and Comparison of 'Getting to Yes' by Roger Fisher and 'Starting with No' by Jim Camp

This paper compares the different approaches to negotiations in "Getting to Yes" by Roger Fisher and "Starting with No" by Jim Camp. It recognizes the core elements of principled negotiation and enhances the knowledge regarding negotiation approaches.

Running Head: EDUCATION 1
Approaches to negotiations
Author's Name
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Introduction

EDUCATION 2
Although there are different approaches to negotiation, the purpose behind is common
and which is to find an amicable resolution between conflicting parties with the help of a
communication process. The final solution must be acceptable to both, and each party tries to
negotiate to get the best possible outcomes. However, the final outcome depends on the
approach. The paper makes a study and comparison of the different approaches to negotiations in
"Getting to Yes" by Roger Fisher and “Starting with No," by Jim Camp. The purpose behind is
to recognize the core elements of principled negotiation and enhance the knowledge regarding
negotiation approaches.
“Start with No” by Jim Camp offers a viable alternative for the negotiation approach in
today’s prevailing environment. The negotiation coach asserts on the right to say” no” by a party
to conclude favorably through various deals and transactions. According to Camp (2011), saying
no and walking away politely is where one has absolute control in any situation. This is how one
can be in a controlling position when negotiating. He suggests that if the clients entering into
every negotiation finds that the offer does not meet their expectations, they should simply say a
polite No and walk out According to Camp (2011) Win-win solution was once considered to be a
prime example for business negotiation, but it may lead to one party compromising
unnecessarily. Win-win negotiations often play on the emotions and desire and take advantage to
make the deal. The author introduces a decision-based negotiation that is devoid of those
emotions and teaches one on how to focus on the behavior to negotiate with the other party
successfully. Camp concludes his book with certain rules to remember. Every negotiation must
have the place for “no.” One can control their behavior if they have a clear agenda and vision.
Sometimes “no” is a lot better than “yes” and the negotiation is over when you want it to be over
(Camp, 2011).

EDUCATION 3
Fisher and Ury (2011) explain in “Getting to YES” as to how when the wise and efficient
negotiation is heading in the right direction, it means that one should say yes. A mutually
satisfying agreement that satisfies the interests of both parties can be tough to reach, but with a
good approach, it is possible to reach good agreements. Negotiations often start with each party
placing their position and argue with the other to agree to their position on an issue. However,
Fisher and Ur argue that positional bargaining often does not eland to good agreements and often
tend to neglect the interests of the other party. As each party gets stubborn, the situation can
harm the relationship. In comparison, principled negotiation is much superior as it makes an
analysis of the problem and provides a number of options for both parties to consider. “Getting
to YES” offers four principles, first, to separate the people from the problem, second, to focus on
interests, third, to generate a range of options and fourth to base the agreement on objective
criteria (Fishe and Ury, 2011).. The authors caution the negotiators to avoid the common trap of
action and reaction and follow the principles at each stage of the negotiation process to get to a
speedier Yes.
Both books"Getting to Yes" by Roger Fisher and “Starting with No," by Jim Camp is a
must read for all aspiring to understand the core values of negotiations. The authors show the
power of negotiations in our lives and why it is essential to develop strong negotiation skills. The
best negotiators prefer to say no if they are not satisfied and are not in a rush to close. Money
should not be the main objective and it is the final goal that should be respected. If certain
principles are observed at each stage of negotiation, then the communications become positive
instead of blaming and criticizing.
References
Camp, J. (2011). Start with NO. Crown Business, 1(1), 1–287.

EDUCATION 4
Fisher, R. and Ury, W. (2011). Getting to YES. Penguin, 1(1), 1–240.