Getting to Yes: Negotiating Agreement Without Giving inIn the second edition of this book, the authors have kept the first edition's text complete and added an additional section, "The Ten Questions People Ask about Getting to Yes". The questions are: Does positional bargaining ever make sense; what if the other side believes in a different standard for fairness; should I be fair if I don't have to be? What do I do if other people are the problem? Should I negotiate even with terrorists or someone like Hitler? When does it make sense not to negotiate; How should I adjust my negotiating approach to account for differences of personality, gender, culture and so on; How do I decide things like 'Where should we meet?' 'Who should make the first offer?' and 'How high should I start?'; Concretely, how do I move from inventing option to making commitments; How do I try out these ideas without taking too much risk; Can the way I negotiate really make a difference if the other side is more powerful? How do I enhance my negotiating power? An analytical table of contents is included, as well as information on the Harvard Negotiation Project. |
Contents
WHAT IF THEY ARE More PowerFUL? DEVELOP YOUR | 6 |
SEPARATE THE PEOPLE FROM THE PROBLEM | 19 |
FOCUS ON Interests NOT POSITIONS | 41 |
Copyright | |
6 other sections not shown
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 angry attack basic BATNA become better bottom line brainstorming session cognitive dissonance communication concerns concessions conflict consider cost creative criticism deal decide decision developing discuss draft easier Egypt emotions example fair feel give goal hard Harvard Negotiation Project Insist inventing options involved Israel issue joint Jones landlord listen look meeting ment merits mutual gain negotiating game negotiation jujitsu Nobel Peace Prize Northern Ireland objective criteria offer Pakistan participants perceptions person point of view posi positional bargaining possible principled negotiation prob problem produce proposal psychological question reach agreement relationship rent rent control risk shared interests side side's simply Sinai Sinai Peninsula situation soft solution someone substantive suggest tactic talk Tehran tenant tend third party tiation tion treat Turnbull type of thinking understand union Western Sahara wise agreement wise solution