Passage B
In the early 1980s, Roger Fisher and William Ury wrote a best-selling book called Getting to Yes:
Negotiating Agreement Without Giving In. The theories in Getting to Yes have become the basis for a ream of
other advice about how to resolve conflicts and negotiate successfully.
26 They proposed a “win-win” model whereby each party shares common goals and cooperates in
order to solve the problem. Fisher, Ury, and other experts in negotiating recommend the following strategies
in order to create a win-win environment. First, listen actively to the other person. Use statements such as “I
understand how you feel” and “I can see that you‟re upset” to acknowledge the other person‟s concerns and
feelings. 27 Say, “You think that…” or “Do you mean…?” If you try to focus on getting the basic
information in the open instead of making a judgment or expressing any opinion at this stage, you will defuse
the other person‟s anger and reassure him or her that you are sincere about reaching an agreement.
After finding out the other person‟s point of view, try to agree before you disagree. 28 Focus on
objectives that you both share. In giving your perspective on the situation, try to be objective by avoiding
judgmental, “loaded” language. Don‟t focus on or criticize the other person‟s actions. Instead, talk about
your own perspective and feelings by using “I” statements instead of “you” statements. 29 For
example, say, “I would appreciate knowing…” instead of “Tell me….” Make small concessions to show that
you are willing to cooperate and, above all, keep the focus on working collaboratively to try to solve the
problem.
30 In negotiating the best price for a car, for example, there is clearly a winner and a loser, no
matter how polite the negotiations. However, in many cases, taking this collaborative approach to resolving
differences works effectively. It‟s worth a try, at any rate. You can always go back to yelling and screaming if
this doesn‟t work.
(A) Sandwich your negative ideas in positive statements.
(B) This type of collaborative approach may not be appropriate in every situation.
(C) Try to keep your tone of voice unemotional and, if possible, use more indirect ways to express demands.
(D) Fisher and Ury‟s basic premise is that the adversarial model of conflict resolution is not effective in
many cases.
(E) Also, clarify and restate what the other person is saying to make sure that you understand the other
person‟s views.
(F) What Fisher and Ury pointed out in the book is by now widely received around the world.
【題組】28.
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