The book Getting to yes apply to Tv show SUITS

The book Getting to yes apply to Tv show SUITS





The book Getting to yes is a very interesting book , In my opinion is one of the most amazing publication i had read about negotiation is a mix of differing point of views, so this makes more realistic and easy to understand but what i think is the best part of this book , is that it can be compared with the american top tv show Suits . This serie have all of what negotiation means and how this discipline is related with the lecture . At the very beginning you can saw how the characters in their dialogue interact and all the time they been negotiated and showing each other what are they interest , all the characters have speech intelligence so it's not easy that one convince the other because they are hard bargainers and they use all the techniques that the lecture have about how to have a good negotiation and how is important a fluent conversation . In my opinion everyone who sees Suits need to read Getting to yes because it would understand the complex characters of the serie especially Harvey Specter the best example of the essential of the book and how he applied the techniques shown on the tv serie


Harvey Specter doesn’t involve his emotions in the cases because he maintains that winning is the main goal and the emotions can be a big distractor. In a negotiation, particularly in a bitter dispute, feelings may be more important than talk. Emotions on one side will generate emotions on the other. Fear may breed anger, and anger, fear. Emotions may quickly bring a negotiation to an impasse or an end. That’s why Harvey Specter said that he is against emotions but not against using them in his favor. As a lawyer, he recognizes the emotions, reactions and gestures.

Harvey and Mike build a good working relationship; he has accepted that the other side personally really does help. He seems as a very good negotiator, even he is known as the best closer in the country, he look forward, not backwards. Negotiation is a process of communicating back and forth for the purpose of reaching a joint decision. Communication is never an easy thing, even between people who have an enormous background of shared values and experience. Harvey seems to have a lot of experience in his job, and he is transfering all to Mike.

It is true thаt fοr hаving negοtiаtiοn yοu hаve tο be smаrt if yοu wаnt tο аpprοаch whаt yοu wаnt. fοr whаt we see οn the prοgrаm it’s the аbilities tο find it а wаy ,enοrmοus the memοry аlsο plаy а impοrtаnt rοle here. the pdf аlsο tаlk аbοut finding new wаys οf finding sοlutiοns espοusing οur needs telling whаt we wаnt nοt hаving аll the infοrmаtiοn in the hаnd οf everybοdy. tο exаmine yοur prοblem there аre times thаt yοu might need the οpiniοn οf аn expert they hаd tο knοw аbοut the prοblem аnd а pοssible sοlutiοn. in the first episοde а prοblem wаs nοrmаlly hаrd tο sοlve but he try tο frаctiοnаte the prοblem tο mаke smаller аnd аlsο mοre mаnаgeаble units. Indentify shаred interest аlsο mаke аpprοаches between а negοtiаtiοns inventing аn ideа which meets shаred interest is gοοd fοr yοu gοοd fοr them. οne time they hаd а prοblem bοth were invοlve if οne tаlks the οthers suffer аnd if the οther suffer he wοuld tаlk. peοple generаlly аssume thаt difference between twο pаrties creаte the prοblem. yet different cаn аlsο leаd tο а sοlutiοn. аsk fοr their preferences. in the cаse dοvetаil interest tο invent severаl οptiοns equаl аcceptаble tο yοu аnd аsk οther side which they prefer

Any good negotiator must establish certain strategies to make a business, in this case we can show that Harvey use varies such as: the bottom line which tries to keep in mind if I'm a buyer a ceiling that I am willing to pay for something . And if a vendor the minimum price they would be willing to receive to deliver a good or service. Another strategy that used Harvey is the "BATNA" for its acronym in English (Best Alternative To a Negotiated Agreement) which relates to the subject that moves to Harvey to negotiate, that is the benefit to the result of negotiations with their bosses, clients and colleagues. The "BATNA" examines whether the result gives us negotiate something is better than not having negotiated. The better prepared this our "BATNA" that person no matter whether we face is a person with many influences or economic power, the greater may be the benefit we get to negotiate with them. That is why the time Harvey confronts Jessica Gerald in front of his boss, does not show the fear and act with complete security and confidence. These are the attitudes that demarcates a good negotiator.

At this point it is important to understand the rules of negotiation and how to difference them from bargaining. We have to be able to recognize a tricky situation in a negotiation, raise the given problem explicitly and be able to figure out its legitimacy. In this particular case we must try to stop the personal attacks because they are going to impair our judgment or effort to be able to complete successfully the negotiation.

Regarding the first episode previously stated we found that throughout the episode we aren't in front of a negotiation but rather bargaining. There are lots of personal attacks from the lawyers in order to make people feel scared and to interfere with their ideas. In the cases portrayed on the show we found situations in which one of the parties lose a lot without taking into consideration the huge gain from the other party. In terms of the two clients that appeared on the show, both of them were bullied into agreements they didn´t wanted, but were their best choice.

We can actually pinpoint the precise moment when bargaining took place in the show and the worst part about this, is how unfair they were to those people. The first episode of Suits showed hard bargaining and dirty tactics which actually worked in terms of what Harvey Specter was looking for.

In the case of the TV series we were able to clearly tells us that there was a clean negotiation but rather a brazen haggling. Harvy is a very convincing man through tactics.

Each party has different standards of what is fair and what is not. Fears will continue throughout the talks until they reach an agreement. Care must be taken to protect the interests, their own and those of the parties involved. In the TV show Harvy Specter was interested only in their own convenience.

Totally disinterested on the expectations of their coworkers and dilemma. It should be kept peer relationships very closely, since they will be to provide a hand if you need it at some point. Some people have interpreted the admonition "Separate the people from the problem" to mean sweep people problems under the rug.

That is emphatically not what we mean. People problems often require more attention than substantive ones. The human propensity for defensive and reactive behavior is one reason so many negotiations fail when agreement would otherwise make sense. In negotiation, you ignore people issues — how you are treating the other side — at your peril.

The more clearly you understand the other side's concerns, the better able you will be to satisfy them at minimum cost to yourself. Look for intangible or hidden interests that may be important. With concrete interests like money, ask what lies behind them. ("For what will the money be used?") Sometimes even the most firmly stated and unacceptable position reflects an underlying interest that is comparative with your own.