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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.
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 ...
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.
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.
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Follow-up books expanded his thinking about dealing with relationship challenges (Getting Together with Scott Brown), preparing effectively (Getting Ready to Negotiate with Danny Ertel), tools for dealing with bad actors and challenging parties (Beyond Machiavelli with Elizabeth Kopelman and Andrea Kupfer Schneider), galvanizing a group to do ...
New York: Bantam Books. ISBN 9780553804881. OCLC 133465464. Ury, William (2007). The power of a positive No: how to say No and still get to Yes. New York: Bantam Books. ISBN 9780553804980. OCLC 70718568. Lax, David A.; Sebenius, James K. (2006). 3-D negotiation: powerful tools to change the game in your most important deals.
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.