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

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Penguin, Dec 1, 1991 - Business & Economics - 224 pages
943 Reviews
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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Review: Getting to Yes: Negotiating an Agreement Without Giving In

User Review  - Goodreads

Very similar to the other negotiation book I just read. Some good tips. Read full review

Review: Getting to Yes: Negotiating an Agreement Without Giving In

User Review  - Goodreads

LIKE it or NOT, you are a NEGOTIATOR. :D ~ “Face the problem, not the people.” ~ “Look forward, not back.” ~ “An open mind is not an empty one.” ~ “Be hard on the problem, soft on the people.” LET US NEVER NEGOTIATE OUT OF FEAR. BUT LET US NEVER FEAR TO NEGOTIATE. 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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About the author (1991)

Roger Fisher is the Samuel Williston Professor Emeritus of Law at Harvard, director of the Harvard Negotiation Project, and founder of two consulting organizations.
Daniel Shapiro, associate director of the Harvard Negotiation Project, teaches at Harvard Law School and in the psychiatry department at Harvard Medical School.

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