Last Updated 11 Jul 2021

Negotiation Jujitsu

Category Negotiations
Essay type Research
Words 284 (1 page)
Views 142
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
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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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Cite this page

Negotiation Jujitsu. (2018, Sep 28). Retrieved from

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