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Getting Ready to Negotiate

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Getting Ready to Negotiate Cover

 

Synopses & Reviews

Publisher Comments:

Based on the philosophy and advice presented in Getting to Yes - be prepared, negotiate interests not positions, understand the other side's interests, and work together - this is the tool that will help each person design the negotiating strategy that is best for him or her in any given situation. Getting Ready to Negotiate presents case studies, charts, and forms for blueprinting a personalized negotiating strategy, one that is certain to make negotiating situations more productive and profitable.

Synopsis:

This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.

About the Author

Roger Fisher is the Samuel Williston Professor of Law Emeritus, Director of the Harvard Negotiation Project, and the founder of two consulting organizations devoted to strategic advice and negotiation training.

Table of Contents

Acknowledgments

Using This Workbook

1. Introduction

2. In a Hurry?:

Sudden Prep

Priority Prep

THE SEVEN ELEMENTS OF NEGOTIATION3. Interests: What Do People Really Want?

Forms: Interests I: Identify the Relevant Parties

Interests 2: Clarify the Interests

Interests 3: Probe for Underlying Interests

4. Options: What Are Possible Agreements or Bits of an Agreement?

Forms: Options 1: Create Options to Meet Interests

Options 2: Find Ways to Maximize Joint Gains

5. Alternatives: What Will I Do If We Do Not Agree?

Forms: Alternatives 1: Think of My Alternatives to a Negotiated Agreement

Alternatives 2: Select and Improve my BATNA

Alternatives 3: Identify Alternatives Open to the Other Side

Alternatives 4: Estimate Their BATNA

6. Legitimacy: What Criteria Will I Use to Persuade Each of Us That We Are Not Being Ripped Off?

Forms: Legitimacy 1: Use External Standards as a Sword and as a Shield

Legitimacy 2: Use the Fairness of the Process to Persuade

Legitimacy 3: Offer Them an Attractive Way to Explain Their Decision

7. Communication: Am I Ready to Listen and Talk Effectively?

Forms: Communication 1: Question My Assumptions and Identify Things to Listen For

Communication 2: Reframe to Help Them Understand

8. Relationship: Am I Ready to Deal with the Relationship?

Forms: Relationship 1: Separate People Issues from Substantive Issues

Relationship 2: Prepare to Build a Good Working Relationship

9. Commitment: What Commitments Should I Seek or Make?

Forms: Commitment 1: Identify the Issues to Be Included in the Agreement

Commitment 2: Plan the Steps to Agreement

MOVING FROM PREPARATION TO NEGOTIATION10. Getting Ready to Agree

Appendix A: Getting Better at Preparation

Appendix B: A Preparation Tool Kit

Product Details

ISBN:
9780140235319
With:
Ertel, Danny
Author:
Ertel, Danny
Author:
Fisher, Roger
Author:
Fisher
Publisher:
Penguin Books
Location:
New York :
Subject:
General
Subject:
Applied Psychology
Subject:
Persuasion (psychology)
Subject:
Negotiating
Subject:
Negotiation
Subject:
Persuasion.
Subject:
Personal Growth - General
Subject:
Business-Negotiation
Copyright:
Edition Description:
Mass Market
Series Volume:
95-7
Publication Date:
19950831
Binding:
TRADE PAPER
Grade Level:
from 12
Language:
English
Pages:
224
Dimensions:
9.32x7.48x.43 in. .66 lbs.
Age Level:
from 18

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Related Subjects

Business » General
Business » Management
Business » Negotiation
Business » Personal Skills
Business » Writing
Health and Self-Help » Self-Help » General

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Product details 224 pages Penguin Books - English 9780140235319 Reviews:
"Synopsis" by ,
This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.
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