Getting Ready to Negotiate

Whatever kind of negotiation we face—from an internal office problem to an international sale, from seeking a raise to buying a business, from dealing with a union to dealing with the Russians—lack of preparation is perhaps our most serious handicap. Invest time wisely. On average, you should spend as much time preparing as you expect to spend in face-to-face negotiation. While some matters may be trivial, others involve high stakes, multiple issues, and several parties, justifying extensive preparation. Use a systematic approach. To be well prepared: Practice and learn. Treat each negotiation

Lesson 1: Preparation is the key to successful negotiation

This principle from Getting Ready to Negotiate is backed by Roger Fisher's extensive research and real-world examples. Understanding it deeply can shift how you approach decisions, relationships, and long-term planning in meaningful ways.

Lesson 2: Focus on interests, not positions

This principle from Getting Ready to Negotiate is backed by Roger Fisher's extensive research and real-world examples. Understanding it deeply can shift how you approach decisions, relationships, and long-term planning in meaningful ways.

Lesson 3: Generate creative options to maximize value

This principle from Getting Ready to Negotiate is backed by Roger Fisher's extensive research and real-world examples. Understanding it deeply can shift how you approach decisions, relationships, and long-term planning in meaningful ways.

How to Apply Getting Ready to Negotiate's Lessons

The real value of Getting Ready to Negotiate lies in its applicability. After reading, the most important step is identifying which of Roger Fisher's principles speak most directly to your current situation.

Consider keeping a journal while reading — noting where the ideas challenge your current approach and where they confirm what you already suspected. The friction of your own resistance often points to the most important insights.

Key Quote

"Preparation is the key to successful negotiation" — Roger Fisher, Getting Ready to Negotiate

About the Author

Roger Fisher is the author of Getting Ready to Negotiate. The book reflects years of research, observation, and synthesis of evidence from multiple disciplines.