Getting to Yes: Negotiating Agreement Without Giving in"Since it was first published in 1981 Getting to Yes has become a central book in the Business Canon: the key text on the psychology of negotiation. Its message of "principled negotiations"--Finding acceptable compromise by determining which needs are fixed and which are flexible for negotiating parties--has influenced generations of businesspeople, lawyers, educators and anyone who has sought to achieve a win-win situation in arriving at an agreement. It has sold over 8 million copies worldwide in 30 languages, and since it was first published by Penguin in 1991 (a reissue of the original addition with Bruce Patton as additional coauthor) has sold over 2.5 million copies--which places it as the #10 bestselling title overall in Penguin Books, and #3 bestselling nonfiction title overall. We have recently relicensed the rights to Getting to Yes, and will be doing a new revised edition--a 30th anniversary of the original publication and 20th of the Penguin edition. The authors will be bringing the book up to date with new material and a assessment of the legacy and achievement of Getting to Yes after three decades"-- |
Contents
Dont Bargain Over Positions | 3 |
Arguing over positions produces unwise agreements | 4 |
THE METHOD | 15 |
SEPARATE THE PEOPLE FROM THE PROBLEM | 18 |
Separate the relationship from the substance deal directly | 21 |
Emotion | 29 |
Speak to be understood | 35 |
INSIST ON USING OBJECTIVE CRITERIA | 81 |
You knew it all the time | 147 |
TEN QUESTIONS PEOPLE ASK ABOUT | 149 |
Does positional bargaining ever make | 151 |
Questions About Dealing with People | 157 |
How should I adjust my negotiating approach | 166 |
How do I try out these ideas without taking | 175 |
Clarify what you want them to do | 186 |
YES BUT | 95 |
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Common terms and phrases
accept action agree alternative attack basic BATNA better bottom line brainstorming session commitment communication concerns concessions conflict consider cost criticism deal decide decision developing discuss draft easier Egypt emotions example fair feel Getting to YES give Golda Meir gotiation hard Harvard Law School ideas insist inventing options involved Iran issue Jones lawyer legitimate listen look meeting ment merits mutual gain negotiating power negotiation jujitsu Northern Ireland objective criteria offer one-text procedure outcome perceptions perhaps person persuade positional bargaining possible pressure principled negotiation problem produce proposal question reach agreement reason relationship rent rent control response Roger Fisher salary shared interests side side's simply Sinai Peninsula situation soft solution someone strategy substantive suggest tactic talk tend third party threats Turnbull understand union Western Sahara William Ury wise agreement wise solution