Getting to Yes: Negotiating an agreement without giving in

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Random House, Jun 7, 2012 - Business & Economics - 240 pages

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THE WORLD'S BESTSELLING GUIDE TO NEGOTIATION

Getting to Yes has been in print for over thirty years. This timeless classic has helped millions of people secure win-win agreements both at work and in their private lives. Founded on principles like:

· Don't bargain over positions

· Separate the people from the problem and

· Insist on objective criteria


Getting to Yes simplifies the whole negotiation process, offering a highly effective framework that will ensure success.

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User Review  - keylawk - LibraryThing

Tools and perspectives for developing strategic power and tactical pressure for pursuing your interests, while getting along with those who are conflicted. In a blurb by Averell Harriman: "This ... Read full review

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Getting To Yes, indeed has provided a holistic and comprehensive guide to effective negotiations, through providing new perspectives towards conflicts/disputes which I have never looked at from previously. One learning point which struck me greatly would be the focus on one's interests, instead of one's positions - how the authors made use of real life scenarios that highly resonates with individuals to exemplify his point, understanding that “We tend to assume that because the other side’s positions are opposed to ours, their interests must also be opposed” (Fisher, Ury & Patton, 2012, p. 24). More often than not, being fixated on our desired end goals could stumble the negotiation.
On hindsight, it is interesting how the principles in the classic "12 Angry Men" ties in well with the principles in Getting to Yes, where the movie can be enjoyed through the lens of the book.
 

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About the author (2012)

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

WILLIAM URY co-founded BRUCE PATTON is deputy director of the Harvard Negotiation Project.

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