Getting To Yes: Negotiating An Agreement Without Giving In – Roger Fisher & William Ury

Description

A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting angry.

Getting to YES 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 the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution 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 options that will satisfy both parties; and
• Negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to “dirty tricks.”