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Getting to Yes: Negotiating Agreement Without Giving In

3 Ratings: 4.7
A book by Roger Fisher

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Author: Roger Fisher
Genre: Business & Investing
Publisher: Penguin
3 reviews about Getting to Yes: Negotiating Agreement Without...
review by . September 12, 2009
How do you get anywhere in a negotiation?  The answer is to structure the process methodically.  The authors describe the method in four parts; namely,  separating the people from the problem, focus on  common interests, invent options for mutual gain   and utilize objective criteria- always.    The contents of the book would be useful in  conducting any negotiation whether complex or simple.  The presentation …
review by . January 03, 2008
In the fields of negotiation and mediation, one small book has had a tremendous impact. Published in 1981, Roger Fisher and William Ury's book, Getting to Yes, introduced the concept of "principled" or "interest-based" bargaining. It is difficult to find a negotiation or mediation course that does not reference this landmark text. It is one of the most well-known works in negotiation literature and has been the focus of considerable commentary by legal scholars. Some of the book's strengths are …
review by . January 11, 2004
This book provides many practical examples on the art of negotiation. The author begins by encapsuling a negotiation into  a tri-parte process:  o It should produce a wise agreement if such a thing is possible  o It should be efficient.  o It should not damage the relationship between the parties.A successful negotiation will meet the underlying concerns of the  parties. There are four points to a successful negotiation:  o Separate the …
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