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‘Getting to Yes’ by Roger Fisher and William Ury

Negotiation can be tricky, but this book offers a clear, principled approach to achieving win-win outcomes.

Below are 6 key strategies to make your negotiations more successful:

Don’t take it personally. It’s easy to get caught up in the heat of the moment, but the key is to separate the people from the problem. Keep things professional and focus on solving the issue, not on winning or losing.
Dig deeper than the surface. Instead of being stubborn, try to understand what’s really driving the other person. What do they really care about? When you get to the heart of the matter, you can find solutions that make everyone happy.
Think outside the box. When you’re negotiating, don’t just settle for the first idea that pops up. Take some time to brainstorm different options that could work for both sides. The more creative you get, the better the outcome.
Use facts, not force. Avoid turning the negotiation into a power struggle by relying only on feelings. Whether it’s market trends, expert opinions, or industry standards, using something concrete to back up your points keeps things fair and balanced.
Know when to walk away. This might be the most important tip: always know your BATNA (Best Alternative to a Negotiated Agreement). If the deal on the table isn’t good enough, be ready to walk away. Knowing your alternatives gives you the upper hand.
Stay curious and flexible. Flexibility is your friend in any negotiation. Ask questions, listen closely, and be open to different perspectives. Sometimes, the best solutions come from seeing things in a new light.

Good luck with getting to your next ‘Yes’!

Want to read the book? Get it here

Book review by

Salme Tran
Operations and Customer Service Leader, Career Club DK Advisory Board Member

Connect with her on LinkedIn

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