Getting to Yes: Negotiating Agreement Without Giving InPenguin, 3 May 2011 - 240 sayfa INTERNATIONAL BESTSELLER • Learn the secret to successful negotiation with this proven, step-by-step strategy—now updated and revised. “The authors have packed a lot of commonsensical observation and advice into a concise, clearly written little book.”—Bloomberg Businessweek One of the key business texts of the modern era, Getting to Yes has helped millions of people learn a better way to negotiate. Based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution, it offers readers a straightforward, universally applicable method for reaching mutually satisfying agreements—at home, in business, and with people in any situation. Read Getting to Yes to learn, step-by-step, how to • disentangle the people from the problem • focus on interests, not positions • work together to find creative and fair options • negotiate successfully with anybody at any level |
İçindekiler
Dont Bargain Over Positions | 3 |
THE METHOD | 17 |
Emotion | 31 |
Focus on Interests Not Positions | 42 |
Talking about interests | 52 |
Invent Options for Mutual Gain | 59 |
Broaden your options | 67 |
Insist on Using Objective Criteria | 82 |
IN CONCLUSION | 149 |
TEN QUESTIONS PEOPLE ASK ABOUT | 151 |
Where are you in the negotiation? | 155 |
What damage might the unfair result cause to this or other | 158 |
How should I adjust my negotiating | 168 |
How high should I start? | 174 |
Be generous at the end | 179 |
Consider committing to what you will not do | 192 |
Diğer baskılar - Tümünü görüntüle
Getting to Yes: Negotiating Agreement Without Giving in Roger Fisher,William Ury Metin Parçacığı görünümü - 1981 |
Getting to Yes: Negotiating Agreement Without Giving in Roger Fisher,William Ury Metin Parçacığı görünümü - 1981 |
Getting to Yes: Negotiating Agreement Without Giving in Roger Fisher,William Ury Metin Parçacığı görünümü - 1981 |
Sık kullanılan terimler ve kelime öbekleri
accept agree alternative attack basic BATNA better bottom line brainstorming session commitment communication concerns concessions conflict consider cost criticism deal decide decision develop difficult discuss draft easier Egypt emotions example fair feel Getting to YES give Golda Meir gotiation hard Harvard Law School hostages ideas improve insist inventing options Israel issue joint Jones listen look meeting ment merits mutual gain negotiating power negotiation jujitsu Nobel Peace Prize objective criteria objective standards offer one-text procedure outcome person persuade positional bargaining possible pressure principled negotiation problem proposal question reach agreement reason relationship rent control response risk Roger Fisher salary shared interests side side's Sinai Peninsula situation solution someone substantive suggest tactic talk Tehran tend third party threats tiation tion Turnbull understand union William Ury wise agreement wise solution