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GETTING TO YES: NEGOTIATING AGREEMENT WITHOUT GIVING IN
FISHER R. URY W.I. PATTON B. wydawnictwo: PENGUIN , rok wydania 2011, wydanie III cena netto: 70.00 Twoja cena 66,50 zł + 5% vat - dodaj do koszyka Since its original publication in 1981,
Getting to Yes has been translated into 18 languages and has sold over 1 million copies in
its various editions.
This completely
revised edition is a universal guide to the art of negotiating personal and
professional disputes. It offers a concise strategy for coming to mutually acceptable
agreements in every sort of conflict.
You've heard it all before, "be positive, know what you want, invent options for
mutual gain." But have you developed a strategy? Originally written as negotiation
tactics for lawyers, this book offers advice on getting what you want. It addresses issues
such as what to accept from those you negotiate with and what to offer without giving up
anything on your side.
Table of Contents
- Acknowledgments ..... xi
Introduction ..... xvii
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- Part I: The Problem ..... 1
- Chapter 1: Don't Bargain Over Positions ..... 3
- Part II:
The Method ..... 15
- Chapter 2: Separate the PEOPLE from the Problem
..... 17
Chapter 3: Focus on INTERESTS, Not Positions ..... 40
Chapter 4: Invent OPTIONS for Mutual Gain ..... 56
Chapter 5: Insist on Using Objective Criteria ..... 81
- Part III: Yes, But ..... 95
- Chapter 6: What If They Are More Powerful? ..... 97
Chapter 7: What If They Won't Play? ..... 107
Chapter 8: What If They Use Dirty Tricks? ..... 129
- Part IV: In Conclusion ..... 145
Part V: Ten Questions People Ask About Getting to Yes ..... 149
- Analytical table of Contents ..... 189
A Note on the Harvard Negotiation Project ..... 199
Question 1: "Does positional bargaining ever make sense?"
Question 2: "What if the other side believes in a different standard of
fairness?"
Question 3: "Should I be fair if I don't have to be?"
Question 4: "What do I do if the people are the problem?"
Question 5: "Should I negotiate even with terrorists or someone like Hitler? When
does it make sense not to negotiate?"
Question 6: "How should I adjust my negotiating approach to account for differences
of personality, gender, culture, and so on?"
Question 7: "How do I decide things like 'Where should we meet?' 'Who should make the
first offer?' and 'How high should I start?'"
Question 8: "Concretely, how do I move from inventing options to making
commitments?"
Question 9: "How do I try out these ideas without taking too much risk?"
Question 10: "Can the way I negotiate really make a difference if the other side is
more powerful?" And "How do I enhance my negotiating power?"
240 pages, Paperback
Po otrzymaniu zamówienia poinformujemy, czy wybrany tytuł polskojęzyczny lub
anglojęzyczny jest aktualnie na półce księgarni.
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