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Getting to Yes: Negotiating Agreement Without Giving In is a best-selling 1981 non-fiction book by Roger Fisher ... xxviii The method is based on four principles:
By identifying criteria or principles that support or guide difficult allocation decisions, parties at the negotiating table can help the groups or organizations they represent to understand why the final package is not only supportable, but fundamentally “fair.” [20] This improves the stability of agreements, increases the chances of ...
The stated aims and goal of the project, according to the Harvard Law School site is as follows: [3]. The mission of the Harvard Negotiation Project (HNP) is to improve the theory and practice of conflict resolution and negotiation by working on real world conflict intervention, theory building, education and training, and writing and disseminating new ideas.
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BATNA was developed by negotiation researchers Roger Fisher and William Ury of the Harvard Program on Negotiation (PON), in their series of books on principled negotiation that started with Getting to YES (1981), equivalent to the game theory concept of a disagreement point from bargaining problems pioneered by Nobel Laureate John Forbes Nash decades earlier.
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Getting Together: Building a Relationship That Gets to Yes. Boston: Houghton Mifflin. ISBN 9780395470992. (Published in 1989 as Getting Together: Building Relationships as We Negotiate. New York: Penguin. ISBN 9780140126389.) Fisher, Roger, William Ury, and Bruce Patton (1991). Getting to Yes: Negotiating Agreement Without Giving In, 2nd ed ...