The Hawthorne Effect

 William Ury, Getting Past No: Negotiating Your Way from Confrontation to Cooperation. New York: Bantam Books, 1993. Summary: Negotiation, whether informal or formal, can be tough. There are primarily five real world barriers to cooperation: · Your own reaction to attack and attempts at exploitation. · The other side’s anger, hostility, fear and distrust. · The other side’s rigid adherence to their position. · The other side’s unwillingness to reach a mutually satisfactory agreement. · The other side’s determination to win as a demonstration of power. The strategy to break through these barriers are these five steps: · Go to the Balcony. · Step to their side. · Reframe. · Build them a golden bridge. · Use power to educate. Preparation for a negotiating situation is highly urged, and concentrates on thinking through the four major points from the previous book, Getting to Yes, in regard to oneself and the other parties involved in the negotiation. GO TO THE BALCONY. The natural reac...

 Roger Fisher, William Ury and Bruce Patton, Getting to Yes: Negotiating Agreement Without Giving In. Penguin Books, New York 1991. Summary: Principled negotiation is the central theme, where different parties work toward a common agreement based upon common principles, as opposed to positional negotiation, where different parties try to reconcile their different positions. Principled negotiation is deemed superior to positional negotiation in producing wise agreements, in efficiency at arriving over conclusions, and in preserving and improving ongoing relationships. Principled negotiation is based upon four major points: · People: separate the people from the problem. · Interests: focus on interests, not positions. · Options: generate a variety of possibilities before deciding what to do. · Criteria: insist that the result be based on some objective standard. It is also not simply ‘deal making,’ where both sides can become ‘partners in crime’, rather than working out decisions and...