Getting to Yes: Negotiating an agreement without giving in Paperback – 7 Jun 2012
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A new edition of a classic: with over 2 million copies sold in over 20 different languages, Getting to Yes is the most successful book on negotiation on the market
From the Inside Flap
The world's bestselling guide to negotiation.
Getting to Yes has been in print for over thirty years, and in that time it has helped millions of people secure win-win agreements both at work and in their private lives. Including such easy-to-remember principles as:
Don't bargain over positions
Separate the people from the problem and
Insist on objective criteria
Getting to Yes simplifies the whole negotiation process, offering an effective framework that will guide you to success.
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Top customer reviews
This is my second copy. I let someone borrow my first copy, and it never returned. But that's OK. The world would be a better place if everyone learned how to negotiate like this.
If you're going to a turkish bazaar, this is not going to help guarantee you get the right price for the rug you really want. But if you live in the real world, and especially if you're in business, this will help you understand how to negotiate successfully. And it makes you think differently about how you approach different situations.
Roger Fisher died recently, and I liked the obituary in the Economist. It described how there was a bitter confrontational argument in central america, with one of the parties being Ecuador I believe. Roger Fisher was asked to help in the dispute. Things improved dramatically when he asked the two presidents, who were arguing vehemently and bitterly about the border, to sit down with a map and look at the border. All the posturing disappeared as the parties understood each others concerns. As the obituary concluded, it helped that the Ecuador president had been a university student of Professor Fisher. It shows this is not academic mumbo jumbo. It has real life application.
This is why I think everyone should read this book, as it seeks to change negotiations from something that looks like a chess game between two opposing sides to a "lets-work-together" dialogue. Some of the issues raised in the book were very familiar to me and made perfect sense, others I think are a little bit easier said then done, but overall a good book on how to get the best out of any negotiating process.
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