Getting to Yes: Negotiating Agreement Without Giving inPenguin Books, 1983 - 161 pages One of the key business texts of the modern era, Getting to Yes has helped millions of people learn a better way to negotiate. Based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution, it offers readers a straightforward, universally applicable method for reaching mutually satisfying agreements - at home, in business and with people in any situation. |
Contents
WHAT IF THEY ARE MORE POWERFUL? DEVELOP YOUR | 6 |
II | 15 |
SEPARATE THE PEOPLE FROM THE PROBLEM | 19 |
Copyright | |
13 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 attack basic BATNA 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 Golda Meir hard ideas Insist inventing options involved Israel issue joint Jones landlord legitimate listen look meeting ment merits mutual gain negotiation jujitsu Nobel Peace Prize Northern Ireland objective criteria offer one-text procedure participants perceptions person point of view posi positional bargaining possible pressure principled negotiation prob problem produce proposal psychological question reach agreement relationship rent rent control response 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