Getting to Yes
The Secret to Successful Negotiation
Getting to Yes by Roger Fisher
Book DescriptionNegotiation 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. Fisher and Ury cut 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.
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Book DetailsISBN: 9781844131464
(198mm x 129mm x 14mm)
Imprint: Random House Business Books
Publish Date: 18-Sep-1997
Country of Publication: United Kingdom
Getting to Yes
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Books By Author Roger Fisher
Getting To Yes, Paperback (June 2012)
A guide to negotiation. Including principles such as: Don't bargain over positions; Separate the people from the problem; and, Insist on objective criteria, it simplifies the whole negotiation process, offering an effective framework that ensures success.
Building Agreement, Paperback (June 2007)
Shows you how to control the five 'core concerns' that motivate people: Express appreciation for what others think, feel or do; Build affiliation and turn an adversary into a colleague; Respect autonomy in others and gain autonomy in return; Acknowledge status and simultaneously establish your own worth; and Choose a fulfilling role.
Beyond Reason, Paperback (September 2006)
The author of "Getting to Yes" teams with Harvard psychologist Daniel Shapiro to show readers how to use emotions to turn a disagreement--big or small, professional or personal--into an opportunity for mutual gain.
Negotiation, Paperback (July 2004)» View all books by Roger Fisher
Highlights the emotional complexities of intergroup conflict. This book examines the relational challenges that youth encounter in dealing with conflict and, combining theory with practical application, identify conflict management strategies.
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Author Biography - Roger Fisher
Roger Fisher is the Samuel Williston Professor Emeritus of Law, director of the Harvard Negotiation Project, and the founder of two consulting organisations devoted to strategic advice amd negotiation training. 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.
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