“Getting to Yes” vs. “Never Split the Difference”
Negotiation is an art and a science. Two influential books, “Getting to Yes” by Roger Fisher and William Ury and “Never Split the Difference” by Chris Voss, offer insights into this complex dance of human interaction. While both emphasize the importance of effective negotiation, they approach the topic from different perspectives. Let’s delve into a comparison of these two seminal works.
“Getting to Yes”: Principled Negotiation
Key Points:
- Advocates for a win-win approach where both parties come out satisfied.
- Stresses the importance of separating the people from the problem to ensure emotions don’t cloud judgment.
- Encourages focusing on underlying interests rather than surface positions.
- Emphasizes brainstorming multiple solutions and using objective criteria.
Strengths:
- A methodical approach that can be universally applied.
- Promotes collaborative and harmonious solutions.
“Never Split the Difference”: Negotiation as a Life Skill
Key Points:
- Written by a former FBI hostage negotiator, this book views negotiation through the lens of high-stakes situations.
- Advocates for the use of empathetic listening. By understanding the emotions and motivations of the other side, one can better influence the outcome.
- Introduces techniques like the “mirroring” (repeating the last few words the other person just said) to foster connection and understanding.
- Stresses the idea that “no deal is better than a bad deal”.
Strengths:
- Practical techniques that are backed by real-life experiences.
- Emphasizes the psychological aspect of negotiation.
Complementary Insights:
- Emotional Intelligence: While “Getting to Yes” advises separating emotions from the issue, “Never Split the Difference” teaches you how to harness emotions to your advantage.
- Objective vs. Subjective: Fisher and Ury emphasize objective criteria as the basis for agreement. In contrast, Voss focuses on the subjective, emotional side of negotiation, suggesting that in many real-world scenarios, decisions are emotion-driven.
- Universal vs. Contextual: “Getting to Yes” provides a universal framework for negotiation, whereas Voss’s techniques are rooted in specific contexts, especially high-pressure situations.
- BATNA vs. No Deal: Both books emphasize the importance of walking away if necessary. However, while “Getting to Yes” asks you to consider your Best Alternative to a Negotiated Agreement, Voss stresses the power of saying “No” to assert control.
In Conclusion:
Both “Getting to Yes” and “Never Split the Difference” offer valuable insights into the world of negotiation. One might see them as two sides of the same coin: one emphasizing collaboration and mutual gain, the other delving deep into the human psyche to influence outcomes. By understanding and integrating the teachings from both, negotiators can equip themselves with a well-rounded toolkit for any situation.