Getting to Yes: Negotiating Agreement Without Giving In

Description

Getting to Yes is a straightorward, universally applicable method for negotiating personal and professional disputes without getting taken – and without getting angry.

It 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. Based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution, from domestic to business to international, Getting to Yes tells you how to:

• Separate the people from the problem
• Focus on interests, not positions
• Work together to create opinions that will satisfy both parties
• Negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to “dirty tricks”