Getting to Yes: Negotiating Agreement Without Giving In; Second EditionGetting 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. |
Contents
THE PROBLEM | 1 |
Dont Bargain Over Positions | 3 |
THE METHOD | 15 |
Separate the PEOPLE from the Problem | 17 |
Focus on INTEREST Not Positions | 40 |
4 Invent OPTIONS for Mutual Gain | 56 |
5 Insist on Using Objective CRITERIA | 81 |
YES BUT | 95 |
What If They Are More Powerful? Develop Your BATNABest Alternative To a Negotiated Agreement | 97 |
What If They Wont Play? Use Negotiation Jujitsu | 107 |
What If They Use Dirty Tricks? Taming the Hard Bargainer | 129 |
IN CONCLUSION | 145 |
TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES | 149 |
Analytical table of Contents | 189 |
A Note on the Harvard Negotiation Project | 199 |
Other editions - View all
Getting to Yes: Negotiating Agreement Without Giving in Roger Fisher,William Ury,Bruce Patton Limited preview - 1991 |
Common terms and phrases
accept agree alternative attack basic BATNA better bottom line brainstorming session commitment communication concerns concessions conflict consider costs criticism deal decide decision developing discuss draft easier emotions example fair feel Getting to YES give Golda Meir gotiation hard Harvard Harvard Law School Harvard Negotiation Project hostages ideas Insist inventing options Iran issue Jones Kuwait Airways lawyer listen look mediator meet merits mutual gain negotiating power negotiation jujitsu Northern Ireland objective criteria offer one-text procedure options for mutual outcome perceptions person persuade positional bargaining possible pressure principled negotiation problem produce proposal question reach agreement reason relationship rent rent control risk Roger Fisher Saddam Hussein salary shared interests side situation soft solution someone strategy substantive suggest tactic talk tend terrorists third party treat Turnbull understand union Western Sahara William Ury wise agreement wise solution