As stated in
Getting to Yes, "the challenge is not to eliminate conflict but to transform it.
The story is from Roger Fisher, William Ury, and Bruce Patton's classic book on negotiation,
Getting to Yes, and illustrates the current challenges of reaching a deal over the Iranian nuclear crisis that allows all sides to save face.
That's precisely what some analysts predicted the Iranians would do -- show just enough progress at each session to keep the negotiations going, without ever actually
getting to yes.
The book
Getting to Yes, Negotiating Agreement Without Giving In by Roger Fisher and William Ury is a management classic on skillful negotiation.
Lawyers who consistently find settlements follow, in one form or another, Fisher & Ury's classic principles from their bestseller,
Getting to Yes:
And with the greatest respect for the speakers who are indeed experts and know what they're talking about, it occurred to me that we're still a long way from
getting to yes. Yes--in terms of managing to the objectives of this loan workout challenge.
There are also several books that I, and others, recommend, including "The Leadership Challenge: How to Keep Getting Extraordinary Things Done in Organizations" (San Francisco: Jossey-Bass, 1996); "
Getting to Yes: Negotiating Agreement Without Giving In," 2nd ed.
Roger Fisher and Scott Brown's GETTING TOGETHER: BUILDING RELATIONSHIPS AS WE NEGOTIATE (142339979X, $24.99) is the sequel to the best-selling
GETTING TO YES and pairs Jim Bond's avid and smooth reading style with an approach to creating relationships that can handle problems.
"There was substantial difficulty in designing optimal solutions while under pressure," Park said, paraphrasing a quote from "
Getting to Yes" by Roger Fisher, William Ury and Bruce Patton.
The process of teaching negotiation is well established, rising from the seminal 1981 work
Getting to Yes, written by Roger Fisher with one of his colleagues at Harvard University, Richard Ury, and later edited by Bruce Patton of Harvard.
To design the workshops, Wolpe drew from work he had done in racially divided communities in Michigan in the 1980s and from the research of Roger Fisher, founder of the Harvard Negotiation Project and coauthor of
Getting to Yes (1981).
Also very highly recommended from TFH Publications (a premier publisher of animal care books) are two other titles for horse owners and riders: Elizabeth Iliff's "Good Horsekeeping: A Comprehensive Guide To All Things Equine" and Sharon Foley's
Getting To Yes: Clicker Training for Improved Horsemanship".