Getting to yes : negotiating agreement without giving in
Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement
Print Book, English, ©1991
2nd ed. / by Fisher, Ury, and Patton View all formats and editions
Houghton Mifflin, Boston, ©1991
xix, 200 pages : illustrations ; 22 cm
9780395631249, 9780140157352, 0395631246, 0140157352
25281801
The problem. Don't bargain over positions
The method. Separate the people from the problem ; Focus on interests, not positions ; Invent options for mutual gain ; Insist on using objective criteria
Yes, but. What if they are more powerful? (Develop your BATNA
Best Alternative To a Negotiated Agreement) ; What if they won't play? (Use negotiation jujitsu) ; What if they use dirty tricks? (Taming the hard bargainer)
In Conclusion
Ten questions people ask about getting to yes
Analytical table of contents
A note on the Harvard Negotiation Project