In his 1961 Inaugural Address John F Kennedy famously said, "Let us never negotiate out of fear. But let us never fear to negotiate." For most of us, negotiation is almost synonymous with fear. How do we move to a place of negotiating with confidence and peace? Getting to Yes is as good a place to start that process as any I could imagine.
Getting to Yes was first published in 1981. In this, the third edition of this time tested book, the authors begin acknowledging the flattening of the workplace. If anything, flatter organizations make Fisher and Ury's work all the more important. It's not surprising then, that they note that "a generation ago, the term 'negotiation' also had an adversarial connotation. In contemplating a negotiation, the common question in people's minds was, 'Who is going to win and who is going to lose?'" Fisher and Ury suggest there is a better way in Getting to Yes and then show you how to get there.
As a pastor, you might think that negotiation isn't a skill I have to use very often, but Fisher and Ury's book was not only helpful to me in my personal life (over the past three years I have negotiated a home sale, solar panel contract, a car purchase, and a job contract). But our lives are filled with negotiation. Even in my role as a pastor, negotiation is a daily occurrence, from negotiating sermon series to recruiting people into ministry roles, to navigating ministry direction, to negotiating staff culture and church vision documents. Simply put, we all need Fisher and Ury's book.
In their clearly outlined book, they suggest that the most significant problem is that we bargain over positions. To transform our ability to successfully negotiate we must do the following four things:
1) Separate the people from the problem;
2) Focus on interests, not positions;
3) Invent options for mutual gain;
4) Insist on using objective criteria.