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 … more
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 … more
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 … more
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