getting to yes negotiating an agreement without giving in文档.pdf

Getting to YES Negotiating an agreement without giving in Roger Fisher and William Ury With Bruce Patton, Editor Second edition by Fisher, Ury and Patton (selected texts) Contents: I THE PROBLEM 1.DONT BARGAIN OVER POSITIONS II THE METHOD 2. SEPARATE THE PEOPLE FROM THE PROBLEM 3. FOCUS ON INTERESTS, NOT POSITIONS 4. INVENT OPTIONS FOR MUTUAL GAIN 5. INSIST ON USING OBJECTIVE CRITERIA III YES, BUT... 6. WHAT IF THEY ARE MORE POWERFUL? 7. WHAT IF THEY WONT PLAY? 8. WHAT IF THEY USE DIRTY TRICKS? I The Problem 1. Dont Bargain Over Positions Whether a negotiation concerns a contract, a family quarrel, or a peace settlement among nations, people routinely engage in positional bargaining. Each side takes a position, argues for it, and makes concessions to reach a compromise. The classic example of this negotiating minuet is the haggling that takes place between a customer and the proprietor of a secondhand store: CUSTOMER SHOPKEEPER How much do you want for this brass dish? That is a beautiful antique, isnt it? I guess I could let it go for $75. Oh come on, its dented. Ill give you $15. Really! I might consider a serious offer, but $15 certainly isnt serious. Well, I could go to $20, but I would never pay You drive a hard bargain, young lady. $60 cash, anything like $75. Quote me a realistic price. right now. $25. It cost me a great deal more than that. Make me a serious offer. $37.50. Thats the highest I will go. Have you noticed the engraving on that dish?