Negotiation Jujitsu

Table of contents

What if They Won’t Play (Use Negotiation Jujitsu)

  • Getting to Yes Negotiating Agreement Without Giving In By Roger Fisher and William Ury Vikas Singh Ed Hill What if They Won’t Play

They may state their position in unequivocal terms. Concerned only with maximizing their own gains. They may attack you in place of attacking the problems.

Three Basic Strategies

  • What you can do
  • What they can do
  • What a third party can do

Basic Maneuvers

  • Asserting their position forcefully.
  • Attacking your ideas.
  • Attacking you.
  • Don’t attack their position, look behind it.
  • Neither reject nor accept the position.
  • Treat it as one possible option.
  • Look for interest and principles behind it.
  • Think of ways to improve it
  • Don’t defend your ideas, invite criticism and advice.
  • Invite criticism, instead of resisting it.
  • Ask them what is wrong with a particular idea or an option.
  • Use their criticism and advice to find out their underlying interests and principles.
  • Rework your ideas in light of what you learn
  • Recast an attack on you as an attack on the problem.
  • Resist the temptation to defend yourself or attack them.
  • Listen to them.
  • Understand what they are saying.
  • Recast their attack on you as an attack on the problem
  • Ask questions and pause.
  • Use questions instead of statements.


One-text procedure – Call in a third party to:

  • Separate the people from the problem.
  • Direct the discussion to interests and options.
  • Suggest impartial basis for resolving differences.
  • Separate invention from decision making
  • How does a third party do this
  • Asks about the interests rather than positions.
  • Learn all about their needs and interests.
  • Suggest a provisional solution/recommendation.
  • Ask them to critique it or suggest improvements.
  • Improvise the recommendation in light of inputs.
  • Present the final solution


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