Getting to YES: The Video Workshop on Negotiation
Available through the Program on Negotiation at Harvard Law School
Length: 150 minutes
Format: NTSC standard video
Purchase Price: $1,495.00
Getting to Yes: Video Workshop on Negotiation is a results-oriented executive development program. Featuring the co-authors of Getting to Yes, the workshop offers concrete negotiation techniques that can be put to immediate use in both professional and personal interactions.
The Video Workshop may be used for group presentation or individual study; no special license is required for the former. The Video Workshop can be the focal point of staff meetings, an executive retreat, or a company-wide campaign.
The complete Video Workshop includes the following:
- Two Videocassettes. Seven self-contained segments, each including a presentation and live action negotiations with professional negotiators. Over 150 minutes of programming.
- One Facilitator's Guide. This guide includes recommendations on adapting the Video Workshop to your specific needs. It shows you how to use the Workshop for executive education, management development, and individual study. Discussion questions and a list of supplementary readings are included.
- Six Viewer's Guides. Comprehensive segment-by-segment summaries of Workshop content that eliminate the need for note-taking so that views can concentrate on the video and review key points later.
- Audio Tape. A tape for your personal use in which the authors answer the ten most frequently asked questions about Getting to YES.
- One copy of the book, Getting to YES.
The Video Workshop is divided into seven self-contained segments:
- Segment One: Interests. In this introductory segment, Roger Fisher demonstrates how to uncover the interests beneath parties' stated positions, as he coaches the buyer of a radio station and then accompanies him to the deadlocked negotiation with the owner.
- Segment Two: Options. Options are possible pieces of an agreement. Acting as mediators at a labor/management negotiation, Bill Ury and Bruce Patton demonstrate that a key to generating multiple options is to avoid criticism and commitment during the brainstorming process.
- Segment Three: Standards. When interests remain opposed, standards — objective criteria or precedents that are independent of the will of either party — can work powerfully. Roger Fisher demonstrates the power of standards in one negotiation scenario, and Bruce Patton uses standards in a fee negotiation.
- Segment Four: People. Negotiators are people first — they have strong feelings and differing perceptions which can stand in the way of effective negotiation. In a series of vignettes, Fisher, Ury, and Patton demonstrate how to separate the people from the problem.
- Segment Five: Alternatives (BATNA). This segment addresses the powerful and acclaimed Getting to YES concept of BATNA, the "Best Alternative To a Negotiated Agreement" — your best walkaway alternative. Sometimes it is in your best interest to walk away from a negotiation. Ury coaches a contract negotiation that illustrates the power of knowing your BATNA and estimating theirs.
- Segment Six: Closure. Closure — getting all the way to "yes" — begins before you sit down. The challenge is to envision what a completed agreement might look like, then design a negotiation process that avoids commitment until the end. Fisher and Patton demonstrate how to systematically move towards and achieve closure.
- Segment Seven: Finale. In a lively, anecdotal conversation among themselves, Fisher, Ury, and Patton illustrate the power and effectiveness of the Getting to YES method with examples from their personal experience as mediators and negotiators. They review key points to remember about each of the previous six segments, and recommend techniques to help you gain mastery of the method.
Five Skills for Getting to YES
Available from CMI Concord Group, Inc.
Length: 82 minutes.
Format: NTSC Standard Video
Purchase Price: $950
Featuring Prof. Roger Fisher, Samuel Williston Professor of Law Emeritus at Harvard Law School, founder of the Harvard Negotiation Project, co-founder of CMI and CMG, and co-author of Getting To YES. In this documentary-based program, Prof. Fisher draws on five real-life examples in organizations as diverse as British Alcan–where a hostile labor-management settlement had contributed to work stoppages, wage disputes and walkouts that "left a bad taste in everyone's mouth"–Boston Public Schools–where, to maintain business' pledge of support, the nation's oldest public school system had to turn around the effects of urban decay, declining student skills and a rising dropout rate – and the Republic of South Africa – where years of armed violence preceded negotiation of a new constitution eliminating apartheid. With each example, Fisher builds on Harvard Negotiation Project findings and the consulting experiences of CMI Concord Group professionals and their CMI colleagues to reveal, define and illustrate the five essential qualities and behaviors held in common by effective negotiators. Fisher and his colleagues guide viewers through the negotiation process, allowing them to see opposing sides in action. As each case study is developed and negotiating positions, circumstances and partners change, we hear the involved parties describe their own conduct and thinking. Viewers from business, professions, labor and government praise the video for being accurate, instructive, and inspiring.