Getting to Yes: Negotiating Agreement Without Giving In
Categories: Books, Business & Money, Business Culture

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"

Box 11

ISBN-13: 978-0140157352
Language: English
ISBN-10: 0140157352
Publisher: The national Bestseller
Print length: 200 pages
Publication date: January 1, 1992
subtitle: Paperback – January 1, 1992
author: Roger Fisher William L. Ury Bruce Patton