Getting to Yes: Negotiating Agreement Without Giving InThe key text on problem-solving negotiation-updated and revised Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken. |
What people are saying - Write a review
User ratings
| 5 stars |
| ||
| 4 stars |
| ||
| 3 stars |
| ||
| 2 stars |
| ||
| 1 star |
|
LibraryThing Review
User Review - ShadowBarbara - LibraryThingThis is the Harvard Business School method of negotiating to get away from positional bargaining. Some great ideas about finding solutions and being an authentic negotiator. Several chapters on how to deal with those who won't play in this fashion. Read full review
LibraryThing Review
User Review - datrappert - LibraryThingCommon sense, very memorable book about negotiating. Major takeaway: start with small things you can agree on and work from there. (Will have no use in political debates!) Read full review
Contents
THE METHOD | |
YES | |
What If They Use Dirty Tricks? | |
IN CONCLUSION | |
ANALYTICAL TABLE OF CONTENTS | |
A NOTE ON THE HARVARD NEGOTIATION PROJECT | |
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 Caradon commitment communication concerns concessions conflict consider costs criticism deal decide decision developing difficult discuss draft easier emotions example fair feel Getting to YES give hard Harvard Law School Harvard Negotiation Project hostages ideas improve Insist inventing options Iran issue Jones Kuwait Airways listen look meet merits mutual gain negotiating power negotiation jujitsu objective criteria objective standards offer one’s onesided onetext procedure outcome people’s perceptions person persuade positional bargaining possible pressure principled negotiation problem produce proposal question reach agreement reason relationship rent rent control result risk Roger Fisher Saddam Hussein salary shared interests side Sinai Peninsula situation soft solution someone strategy substantive suggest tactic talk tend third party treat Turnbull understand union What’s William Ury wise agreement wise solution
Bibliographic information
| Title | Getting to Yes: Negotiating Agreement Without Giving In |
| Authors | Roger Fisher, William L. Ury, Bruce Patton |
| Publisher | Penguin, 2011 |
| ISBN | 1101539542, 9781101539545 |
| Length | 240 pages |
| Subjects | › Business & Economics / Conflict Resolution & Mediation Business & Economics / Negotiating Psychology / Interpersonal Relations |
| Export Citation | BiBTeX EndNote RefMan |