#6846
Mentioned in 2 episodes
Getting to Yes: Negotiating Agreement Without Giving In
Book • 2011
This book offers a concise, step-by-step strategy for coming to mutually acceptable agreements in various conflicts.
It is based on the work of the Harvard Negotiation Project and teaches readers how to separate the people from the problem, focus on interests rather than positions, invent options for mutual gain, and insist on using objective criteria.
The book is applicable to conflicts involving parents and children, neighbors, bosses and employees, customers, corporations, tenants, or diplomats, and provides strategies for negotiating with more powerful parties or those who use 'dirty tricks'.
Since its original publication in 1981, it has been translated into 18 languages and has sold over 1 million copies in its various editions.
It is based on the work of the Harvard Negotiation Project and teaches readers how to separate the people from the problem, focus on interests rather than positions, invent options for mutual gain, and insist on using objective criteria.
The book is applicable to conflicts involving parents and children, neighbors, bosses and employees, customers, corporations, tenants, or diplomats, and provides strategies for negotiating with more powerful parties or those who use 'dirty tricks'.
Since its original publication in 1981, it has been translated into 18 languages and has sold over 1 million copies in its various editions.
Mentioned by
Mentioned in 2 episodes
Mentioned by Robert Fersh as a source for the concept of distinguishing between positions and interests in negotiations.
23 snips
1028: How to Bridge Disagreements and Create More Win-Win agreements with Robert Fersh
