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Getting to Yes: Negotiating Agreement Without Giving In: Second Edition

by and

Getting to Yes: Negotiating Agreement Without Giving In: Second Edition Cover

 

Synopses & Reviews

Publisher Comments:

Getting to Yes offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict — whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution from domestic to business to international, Getting to Yes tells you how to:
  • Separate the people from the problem;
  • Focus on interests, not positions;
  • Work together to create options that will satisfy both parties; and
  • Negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks."
Since its original publication in 1981, Getting to Yes has been translated into 18 languages and has sold over 1 million copies in its various editions. This completely revised edition is a universal guide to the art of negotiating personal and professional disputes. It offers a concise strategy for coming to mutually acceptable agreements in every sort of conflict.

Synopsis:

In this new edition, two negotiation experts from Harvard offer a universally applicable method for negotiating personal and professional disputes without getting taken--and without getting nasty. Concise, step-by-step, proven strategies aid the reader in coming to mutually acceptable agreements in any type of conflict.

Table of Contents

Getting to Yes - Roger Fisher, William Ury, and Bruce Patton Preface

Acknowledgments

Introduction

I. The Problem

1. Don't Bargain Over Positions

II. The Method

2. Separate the PEOPLE from the Problem

3. Focus on INTERESTS, Not Positions

4. Invent OPTIONS for Mutual Gain

5. Insist on Using Objective CRITERIA

Yes, But...

6. What It They Are More Powerful? (Develop Your BATNA—Best Alternative to a Negotiated Agreement)

7. What If They Won't Play? (Use Negotiation Jujitsu)

8. What If They Use Dirty Tricks? (Taming the Hard Bargainer)

IV. In Conclusion

V. Ten Questions People Ask About Getting to Yes

Analytical Table of Contents

A Note on the Harvard Negotiation Project

Ten Questions People Ask About Getting to Yes Questions About Fairness and "Principled" Negotiation

Question 1: "Does positional bargaining ever make sense?"

Question 2: "What if the other side believes in a different standard of fairness?"

Question 3: "Should I be fair if I don't have to be?"

Questions About Dealing with People

Question 4: "What do I do if the people are the problem?"

Question 5: "Should I negotiate even with terrorists of someone like Hitler? When does it make sense not to negotiate?"

Question 6: "How should I adjust my negotiating approach to account for differences of personality, gender, culture, and so on?"

Questions About Tactics

Question 7: "How do I decide things like 'Where should we meet?' 'Who should make the first offer?' and 'How high should I start?'"

Question 8: "Concretely, how do I move from inventing options to making commitments?"

Question 9: "How do I try out these ideas without taking too much risk?"

Questions About Power

Question 10: "Can the way I negotiate really make a diference if the other side is more powerful?" And "How do I enhance my negotiating power?"

Product Details

ISBN:
9780140157352
Subtitle:
Negotiating Agreement Without Giving In; Second Edition
Author:
Roger Fisher and William L. Ury
Editor:
Patton, Bruce
Author:
Patton, Bruce
Author:
Ury, William L.
Author:
Ury, William
Author:
Fisher, Roger
Publisher:
Penguin Books
Location:
New York, N.Y.
Subject:
Miscellaneous
Subject:
Interpersonal Relations
Subject:
Negotiating
Subject:
Negotiation
Subject:
Psychology, applied
Subject:
Conflict.
Subject:
General Business & Economics
Copyright:
Edition Number:
2
Edition Description:
Revised
Publication Date:
19911201
Binding:
Hardcover
Grade Level:
from 12
Language:
English
Illustrations:
Y
Pages:
224
Dimensions:
7.72x5.08x.60 in. .39 lbs.
Age Level:
from 18

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Getting to Yes: Negotiating Agreement Without Giving In: Second Edition Used Trade Paper
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Product details 224 pages Penguin Books - English 9780140157352 Reviews:
"Synopsis" by , In this new edition, two negotiation experts from Harvard offer a universally applicable method for negotiating personal and professional disputes without getting taken--and without getting nasty. Concise, step-by-step, proven strategies aid the reader in coming to mutually acceptable agreements in any type of conflict.

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