UID:
kobvindex_INT0000612
Format:
xxvii, 204 pages ;
,
20 x 13 cm.
Edition:
3rd revised edition.
ISBN:
9781847940933 (pbk.)
,
1847940935 (pbk.)
Content:
MACHINE-GENERATED SUMMARY NOTE:
"Since it was first published in 1981 Getting to Yes has become a central book in the Business Canon: the key text on the psychology of negotiation. Its message of 'principled negotiations'--finding acceptable compromise by determining which needs are fixed and which are flexible for negotiating parties--has influenced generations of business people, lawyers, educators and anyone who has sought to achieve a win-win situation in arriving at an agreement. It has sold over 8 million copies worldwide in 30 languages, and since it was first published by Penguin in 1991 (a reissue of the original addition with Bruce Patton as additional coauthor) has sold over 2.5 million copies--which places it as the #10 bestselling title overall in Penguin Books, and #3 bestselling nonfiction title overall. We have recently relicensed the rights to Getting to Yes, and will be doing a new revised edition--a 30th anniversary of the original publication and 20th of the Penguin edition. The authors will be bringing the book up to date with new material and a assessment of the legacy and achievement of Getting to Yes after three decades."
Content:
MACHINE-GENERATED SUMMARY NOTE:
"The 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."
--
"Negotiation is a way of life for the majority of us. Whether we're at work, at home or simply going out, we want to participate in the decisions that affect us. Nowadays, hardly anyone gets through the day without a single negotiation, yet, few of us are armed with the effective, powerful negotiating skills that prevent stubborn haggling and ensure mutual problem-solving. Fisher and Ury cut through the jargon to present a few easily remembered principles that will guide you to success, no matter what the other side does or whatever dirty tricks they resort to."
Content:
MACHINE-GENERATED NOTE ABOUT AUTHOR(S)/EDITOR(S):
"Roger Fisher is the Samuel Williston Professor of Law Emeritus and director emeritus of the Harvard Negotiation Project.
William Ury cofounded the Harvard Negotiation Project and is the award-winning author of several books on negotiation.
Bruce Patton is cofounder and Distinguished Fellow of the Harvard Negotiation Project and the author of Difficult Conversations, a New York Times bestseller."
Note:
EDITORIAL NOTE: previous editions: 1st edition 1981, 2nd edition 1991.
,
EDITORIAL NOTE: 3rd edition originally published 2011 by Penguin Books, New York, and 2012 by Random House, London.
,
MACHINE-GENERATED CONTENTS NOTE:
Preface to the Second Edition --
Acknowledgments --
Introduction --
I. THE PROBLEM --
1. DON’T BARGAIN OVER POSITIONS --
Arguing over positions produces unwise agreements --
Arguing over positions is inefficient --
Arguing over positions endangers an ongoing relationship --
When there are many parties, positional bargaining is even worse --
Being nice is no answer --
There is an alternative --
II. THE METHOD --
2. SEPARATE THE PEOPLE FROM THE PROBLEM --
Negotiators are people first --
Every negotiator has two kinds of interests: in the substance and in the relationship --
Separate the relationship from the substance; deal directly with the people problem --
Perception --
Emotion --
Communication --
3. FOCUS ON INTERESTS, NOT POSITIONS --
For a wise solution, reconcile interests, not positions --
How do you identify interests? --
Talk about interests --
4. INVENT OPTIONS FOR MUTUAL GAIN --
Diagnosis --
Prescription --
Separate inventing from deciding --
Broaden your options --
Look for mutual gain --
Make their decision easy --
5. INSIST IN USING OBJECTIVE CRITERIA --
Deciding on the basis of will is costly --
The case for using objective criteria --
Developing objective criteria --
Negotiating with objective criteria --
III. YES, BUT... --
6. WHAT IF THEY ARE MORE POWERFUL? (DEVELOP YOUR BATNA – BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT) --
Protecting yourself --
Making the most of your assets --
When the other side is powerful --
7. WHAT IF THEY WON’T PLAY? (USE NEGOTIATION JUJITSU) --
Negotiation jujitsu --
Consider the one-text procedure --
Getting them to play: The case of the Jones Realty and Frank Turnbull --
8. WHAT IF THEY USE DIRTY TRICKS? (TAMING THE HARD BARGAINER) --
How do you negotiate about the rules of the game? --
Some common tricky tactics --
Psychological warfare --
Positional pressure tactics --
Don’t be a victim --
IV. IN CONCLUSION --
You knew it all the time --
Learn from doing --
“Winning” --
V. TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES --
Questions About Fairness and “Principled” Negotiation --
Questions About Dealing with People --
Questions About Tactics --
Questions About Power --
Analytical table of contents --
A note on the Harvard Negotiations Project.
Language:
English
Keywords:
Handbooks and manuals
