Getting to yes: negotiating agreement without giving in

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Penguin Books, 1981 - Business & Economics - 161 pages
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Review: Getting to Yes: Negotiating Agreement Without Giving In

User Review  - Goodreads

Read this book for work, as part of a leadership class. It will be interesting to see if class has any role play or discussion of this book. Mainly the book is common sense but organized to give more structure in how one approaches negotiation. Read full review

Review: Getting to Yes: Negotiating Agreement Without Giving In

User Review  - Linda - Goodreads

Read this book for work, as part of a leadership class. It will be interesting to see if class has any role play or discussion of this book. Mainly the book is common sense but organized to give more structure in how one approaches negotiation. Read full review

Contents

WHAT IF THEY ARE MORE POWERFUL? DEVELOP YOUR
6
SEPARATE THE PEOPLE FROM THE PROBLEM
19
Focus ON INTERESTS NOT POSITIONS
41
Copyright

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About the author (1981)

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.

William L. Ury, a consultant, writer, and lecturer on negotiation, is associate director of the Harvard Negotiation Project.

Douglas Stone, Bruce Patton, and Sheila Heen teach at the Harvard Law School and the Harvard Negotiation Project, the group that produced the international bestseller "Getting to YES!" They have consulted to businesspeople, governments, organizations, communities, and individuals around the world, from the various parties to the negotiations on constitutional transition in South Africa to schoolteachers in Medellin, Colombia, to community leaders and the police department in Springfield, Massachusetts. They have written on negotiation and communications in publications ranging from "The New York Times" to "Parents" magazine. Bruce Patton is also coauthor of "Getting to YES!

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