โ Scribed by Roger Fisher, William L. Ury, Bruce Patton
No coin nor oath required. For personal study only.
Since its original publication nearly thirty years ago, Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight-forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken.
Getting to YES......Page 1
Acknowledgments......Page 4
Preface to the Second Edition......Page 5
Introduction......Page 6
1.Don't Bargain Over Positions......Page 7
2. Separate the people from the Problem......Page 13
3. Focus on interests, Not Positions......Page 23
4. Invent options for Mutual Gain......Page 31
5. Insist on Using Objective Criteria......Page 37
III Yes, But.........Page 49
6. What If They Are More Powerful?......Page 50
7. What If They Won't Play?......Page 54
8. What If They Use Dirty Tricks?......Page 64
IV In conclusion......Page 71
"Principled" Negotiation......Page 72
Dealing with People......Page 75
Practical Questions......Page 81
Questions About Power......Page 85
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This is by far the best thing I've ever read about negotiation. It is equally relevant for the individual who would like to keep his friends, property, and income and the statesman who would like to keep the peace. --John Kenneth Galbraith.
Since its original publication nearly thirty years ago, Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and
A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting nasty. [pt. 1.] The problem -- Don't bargain over positions -- [pt. 2.] The method -- Separate the people from the problem -- Focus on interests, not posi
The key text on problem-solving negotiation-updated and revised Since its original publication nearly thirty years ago, Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiatio
The key text on problem-solving negotiation-updated and revised Since its original publication nearly thirty years ago, Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiatio
The key text on problem-solving negotiation-updated and revised Since its original publication nearly thirty years ago, Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiatio