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Getting to Yes: Negotiating Agreement Without Giving In (Updated and Revised)

Getting to Yes: Negotiating Agreement Without Giving In (Updated and Revised) - rev edition

Getting to Yes: Negotiating Agreement Without Giving In (Updated and Revised) - rev edition

ISBN13: 9780143118756

ISBN10: 0143118757

Getting to Yes: Negotiating Agreement Without Giving In (Updated and Revised) by Roger Fisher - ISBN 9780143118756
Cover type: Paperback
Edition: REV 11
Copyright: 2011
Publisher: Penguin Books, Inc.
Published:
International: No
Getting to Yes: Negotiating Agreement Without Giving In (Updated and Revised) by Roger Fisher - ISBN 9780143118756

ISBN13: 9780143118756

ISBN10: 0143118757

Cover type: Paperback
Edition: REV 11

List price: $17.00

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Summary

Since its original publication 30 years ago, ''Getting to Yes'' has helped millions of readers learn a better way to negotiate. Now thoroughly updated and revised, the book offers a straightforward, universally applicable method for negotiation without getting angry.

Table of Contents

Table of Contents

Table of Contents Acknowledgments ..... xi Introduction ..... xvii Part I: The Problem ..... 1 Chapter 1: Don't Bargain Over Positions ..... 3 Part II: The Method ..... 15 Chapter 2: Separate the PEOPLE from the Problem ..... 17 Chapter 3: Focus on INTERESTS, Not Positions ..... 40 Chapter 4: Invent OPTIONS for Mutual Gain ..... 56 Chapter 5: Insist on Using Objective Criteria ..... 81 Part III: Yes, But ..... 95 Chapter 6: What If They Are More Powerful? ..... 97 Chapter 7: What If They Won't Play? ..... 107 Chapter 8: What If They Use Dirty Tricks? ..... 129 Part IV: In Conclusion ..... 145 Part V: Ten Questions People Ask About Getting to Yes ..... 149 Analytical table of Contents ..... 189 A Note on the Harvard Negotiation Project ..... 199 Question 1: ''Does positional bargaining ever make sense?'' Question 2: ''What if the other side believes in a different standard of fairness?'' Question 3: ''Should I be fair if I don't have to be?'' Question 4: ''What do I do if the people are the problem?'' Question 5: ''Should I negotiate even with terrorists or someone like Hitler? When does it make sense not to negotiate?'' Question 6: ''How should I adjust my negotiating approach to account for differences of personality, gender, culture, and so on?'' Question 7: ''How do I decide things like 'Where should we meet?' 'Who should make the first offer?' and 'How high should I start?''' Question 8: ''Concretely, how do I move from inventing options to making commitments?'' Question 9: ''How do I try out these ideas without taking too much risk?'' Question 10: ''Can the way I negotiate really make a difference if the other side is more powerful?'' And ''How do I enhance my negotiating power?''

Other Editions of Getting to Yes: Negotiating Agreement Without Giving In (Updated and Revised)

Getting To Yes: Negotiating Agreement Without Giving In by Roger Fisher and William L. Ury - ISBN 9780140157352