Getting to Yes: Negotiating Agreement Without Giving In; Second Edition

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Penguin, Dec 1, 1991 - Business & Economics - 224 pages
Getting to Yes offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict—whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution from domestic to business to international, Getting to Yes tells you how to: * Separate the people from the problem; * Focus on interests, not positions; * Work together to create options that will satisfy both parties; and * Negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks." Since its original publication in 1981, Getting to Yes has been translated into 18 languages and has sold over 1 million copies in its various editions. This completely revised edition is a universal guide to the art of negotiating personal and professional disputes. It offers a concise strategy for coming to mutually acceptable agreements in every sort of conflict.

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User Review  - trile1000 - LibraryThing

Though dry and a little dated, this book does give a useful cursory overview of basic negotiating tactics. The advice the book gives focuses on the following tenets: 1. Separating the PEOPLE from the ... Read full review

LibraryThing Review

User Review  - ShadowBarbara - LibraryThing

This is the Harvard Business School method of negotiating to get away from positional bargaining. Some great ideas about finding solutions and being an authentic negotiator. Several chapters on how to deal with those who won't play in this fashion. Read full review


Arguing over positions produces unwise agreements
Arguing over positions Is Inefficient
Arguing over positions endangers an ongoing relationship
Being nice is no answer
There Is an alternative
Negotiators are people first
In the substance and In the relationship
Separate the relationship from the substance deal directly with the people problem
The case for using objective criteria
Developing objective criteria
Negotiating with objective criteria
Its company policy
Protecting yourself
Making the most of your assets
When the other side Is powerful
Negotiation jujitsu

Prevention works best
For a wise solution reconcile Interests not positions
How do you Identify Interests?
Talking aboutInterests
Deciding on the basis of will Is costly
Consider the onetext procedure
The case of Jones Realty and Frank Turnbull
How do you negotlate about the rules of the game?
Some common tricky tactics
Dont be a victim
Questions About Fairness and Principled Negotiation
Questions About Dealing with People
Questions About Tactics
Questions About Power

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