Getting to Yes: How To Negotiate Agreement Without Giving In

Fisher, Roger

ISBN 10 : 0743526937 ISBN 13 : 9780743526937

Editeur : Simon & Schuster Audio, 1987

Synopsis

Book by Fisher Roger

A propos du livre

Quatrième de couverture :

Negotiating is a way of life for the majority of us. Whether we're at work, at home or simply going out, we want to participate in the decisions that affect us. Nowadays, hardly anyone gets through the day without a single negotiation, yet, few of us are armed with the effective, powerful negotiating skills that prevent stubborn haggling and ensure mutual problem-solving.

This book cuts through the jargon to present a few easily remembered principles that will guide you to success, no matter what the other side does or whatever dirty tricks they resort to.

Contents include:

- Don't bargain over positions

-Separate people from the problem

- Insist on objective criteria

-What if they won't play?

Getting to Yes has sold over two million copies worldwide in over 20 different languages and over 170,000 copies in the UK, making it the bestselling book on negotiation on the market. The book is recognized worldwide as the most effective and practical guide to negotiation and has helped millions of people secure win-win outcomes in constructive negotiations.

ROGER FISHER is Williston Professor of Law Emeritus at Harvard Law School and director of the Harvard Negotiating Project.

WILLIAM URY is an internationally known specialist in negotiation and associate director of the Programme on Negotiation at Harvard Law School.

BRUCE PATTON is deputy director of the Harvard Negotiation Project.

Présentation de l'éditeur :

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"

À propos de cette édition

• Éditeur: Simon & Schuster Audio
• Date d'édition: 1987
• ISBN 10: 0743526937
• ISBN 13: 9780743526937
• Reliure: CD