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Getting to Yes: Negotiating Agreement Without Giving In is a best-selling 1981 non-fiction book by Roger Fisher and William Ury. [1] Subsequent editions in 1991 [ 2 ] and 2011 [ 3 ] added Bruce Patton as co-author.
[10] Good negotiators listen for the interests behind positions or the demands that are made. For instance, “I won’t pay more than ninety thousand” is a position; the interests behind the position might include limiting the size of the down payment; a fear that the product or service might prove unreliable; and assumptions about the ...
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.
Principles: Life & Work is a 2017 book by hedge fund manager Ray Dalio based on principles he had developed while leading Bridgewater Associates. These Principles for Success were also made available as an ultra mini-series adventure by the author. [1] According to The New York Times, staff at Bridgewater were involved in the writing of the ...
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Life Change Books, 2003. ISBN 1-59052-225-7; Rebuilder's Guide. Institute in Basic Youth Conflicts, 1982. ISBN 0-916888-06-1; Research in Principles of Life: Advanced Seminar Textbook. Institute in Basic Youth Conflicts 1986. ISBN 0-916888-11-8; Rewards of Being Reviled. Life Change Books, 2004. ISBN 0-916888-30-4; Self-Acceptance. Institute in ...
Wheeler, Michael, and Nancy J. Waters. "The Origins of a Classic: Getting to Yes Turns Twenty-Five." Negotiation Journal 22.4 (2006): 475-81. Web. The article discusses various reports published within the book and what impact it had in theory, practice and the teaching of negotiation.
In an organizational setting, saying "Yes" in theory encourages people to listen and be receptive to the ideas of others. Rather than immediately judging the idea, as judgment has its place later on in the development process, one should initially accept the idea, which enables the discussion to expand on the idea without limitations. [4]