getting to yes negotiating agreement without giving in author文档.pdfVIP

Getting to Yes Negotiating Agreement Without Giving In By Frumi Rachel Barr, MBA, Ph.D. Author : Roger Fisher William Ury Publisher: The Penguin Group nd Copyright year: 2 addition 1991 ISBN:0 14 01.5735 2 Authors’ bio and credits : The authors of this book are part of the Harvard negotiation project and have been working together since 1977. Authors main point 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. INTRODUCTION Negotiation is a fact of life. Everyone negotiates something every day. Negotiation is a basic means of getting what you want from others. It is back and forth communication designed to reach an agreement when you and the other side have some interests that are shared and others that are opposed. Whether in business, government, or the family, people reach most decisions through negotiation. Standard strategies for negotiation often leave people dissatisfied, worn out, or alienated and frequently all three. The method of principled negotiation developed at the Harvard negotiation project is to decide issues on their merits rather than through a haggling process focused on what each side says it will and won’t do. It suggests that you look for mutual gains whenever possible, and that where your interests conflict, you should insist that the results be based on some fair standards independent of the will of either side. Principled negotiation shows you how to obtain what you are entitled to and still be decent. It enables you to be