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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.
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.
4 Big Tech product managers and an engineer share negotiation tips that nabbed them thousands of dollars in better comp. Shubhangi Goel. December 22, 2024 at 7:00 PM. Anna Kim/Getty, Tyler Le/BI.
William Ury is an American author, academic, anthropologist, and negotiation expert.He co-founded the Harvard Program on Negotiation. [1] Additionally, he helped found the International Negotiation Network with former President Jimmy Carter.
Like all businesses, they have to keep the lights on, pay the rent, make payroll and, yes, turn a profit. ... 28 Tips for Negotiating With Car Dealers. Show comments. Advertisement. Advertisement ...
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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Getting Ready to Negotiate: The Getting to Yes Workbook. New York: Penguin. Fisher, Roger, Andrea Kupfer Schneider, Elizabeth Borgwardt, and Brian Ganson (1997). Coping with International Conflict: A Systematic Approach to Influence in International Negotiation. Upper Saddle River, NJ: Prentice Hall.