Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William L. Ury

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Getting to Yes: Negotiating Agreement Without Giving In

Author:	Roger Fisher, William L. Ury
Publisher:	Penguin (Non-Classics)
Pub. Date:	Dec 1, 1991
Edition:	Reissue edition
Binding:	Paperback
Pages:	200
ISBN:	0140157352
List Price:	15.00 USD

Amazon Sales Rank:	526
Bn.com Sales Rank:	1,260
Amazon UK Sales Rank:	243,379
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Editorial Reviews (Courtesy of Amazon.com)

Book Description

Getting to Yes is a straightorward, universally applicable method for negotiating personal and professional disputes without getting taken -- and without getting angry.

It 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 Harvard Negotiation Project, a group that deal continually with all levels of negotiations and conflict resolutions 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 opinions that will satisfy both parties

negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks"
Amazon.com Audiobook Review
We're constantly negotiating in our lives, whether it's convincing the kids to do their homework or settling million-dollar lawsuits. For those who need help winning these battles, Roger Fisher has developed a simple and straightforward five-step system for how to behave in negotiations. Narrated soothingly by NPR announcer Bob Edwards, Fisher adds the meaty portions of the material with a sense of playfulness. The blend of voices makes this tape easy to listen to, especially the real-life negotiating scenarios, in which negotiating examples are given. This is a must-have tape for every businessperson's car. (Running time: one hour, one cassette) --Sharon Griggins

Table of Contents (Courtesy of Barnes & Noble.com)

Chapter 1: Don't Bargain Over Positions ..... 3
Part II: The Method ..... 15: Chapter 2: Separate the PEOPLE from the Problem ..... 17
Chapter 3: Focus on INTERESTS, Not Positions ..... 40
Chapter 4: Invent OPTIONS for Mutual Gain ..... 56
Chapter 5: Insist on Using Objective Criteria ..... 81
Part III: Yes, But ..... 95: Chapter 6: What If They Are More Powerful? ..... 97
Chapter 7: What If They Won't Play? ..... 107
Chapter 8: What If They Use Dirty Tricks? ..... 129
Part IV: In Conclusion ..... 145
Part V: Ten Questions People Ask About Getting to Yes ..... 149: Analytical table of Contents ..... 189
A Note on the Harvard Negotiation Project ..... 199
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?"
Question 4: "What do I do if the people are the problem?"
Question 5: "Should I negotiate even with terrorists or 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?"
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?"
Question 10: "Can the way I negotiate really make a difference if the other side is more powerful?" And "How do I enhance my negotiating power?"