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. |
Contents
3 | |
11 | |
The question Why? has two quite different meanings | 54 |
YES | 97 |
IN CONCLUSION | 149 |
TEN QUESTIONS PEOPLE ASK ABOUT | 151 |
Where are you in the negotiation? | 155 |
Will your conscience bother you? | 159 |
How should I adjust my negotiating | 168 |
Concretely how do I move from inventing | 175 |
QUESTIONS ABOUT POWER | 181 |
3 | 196 |
68 | 198 |
147 | 203 |
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Common terms and phrases
able accept action agree agreement alternative answer approach attack avoid basic BATNA become believe better commitment communication concerns concessions consider costs criteria criticism deal decide decision develop difficult discuss effective emotions example facts fair fears feel figure final gain getting give hard ideas important improve Insist interests inventing involved issue Jones later leave less listening look manager means meet ment merits method move mutual negotiation objective offer options parties perceptions perhaps person persuade play positional bargaining possible prepared principled principled negotiation problem produce proposal question raise reach reason relationship rent response sense shared side side's simply situation solution someone standards substantive suggest tactic talk tend things third tion treat Turnbull understand union United