Getting to Yes: Negotiating Agreement Without Giving In 3rd Edition by Roger Fisher, ISBN-13: 978-0143118756

Description

Getting to Yes: Negotiating Agreement Without Giving In 3rd Edition by Roger Fisher, ISBN-13: 978-0143118756

[PDF eBook eTextbook]

• Publisher: ‎ Penguin Books; Updated edition (May 3, 2011)
• Language: ‎ English
• ISBN-10: ‎ 1844131467
• ISBN-13: ‎ 978-0143118756

The key text on problem-solving negotiation-updated and revised.

Since its original publication nearly thirty years ago, 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.

Table of Contents:

Cover Page

Praise

About the Authors

Title Page

Copyright

Dedication

Preface to the Third Edition

Preface to the Second Edition

Acknowledgments

Contents

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

III YES, BUT . . .

6 What If They Are More Powerful?

7 What If They Won’t Play?

8 What If They Use Dirty Tricks?

IV IN CONCLUSION

In Conclusion

V TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES

Ten Questions People Ask About Getting to YES

Analytical Table of Contents

A Note on the Harvard Negotiation Project

Roger Fisher teaches negotiation at Harvard Law School. He frequently appears on television as a negotiations expert and is the director of the Harvard Negotiation Project.

William L. Ury is the co–founder of Harvard’s Program on Negotiation, where he directs the Project on Preventing War. One of the world’s leading negotiation specialists, his past clients include dozens of Fortune 500 companies as well as the White House and Pentagon. Ury received his B.A. from Yale and a Ph.D. in Anthropology from Harvard. His books Getting to YES and Getting Past No have sold more than five million copies worldwide.

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