Getting To Yes

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BOOK EXCERPT:

Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.

Product Details :

Genre : Business & Economics
Author : Roger Fisher
Publisher : Houghton Mifflin Harcourt
Release : 1991
File : 242 Pages
ISBN-13 : 0395631246


Getting To Yes

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BOOK EXCERPT:

This is the second, greatly expanded edition of one of the world's most successful books on negotiation. 'Getting to Yes' offers powerful principles to guide readers to success in the art of negotiation.

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Genre : Collective bargaining
Author : Roger Fisher
Publisher : Random House
Release : 1999
File : 226 Pages
ISBN-13 : 9781844131464


Getting To Yes

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BOOK EXCERPT:

Getting to Yes 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 options that will satisfy both parties; and * Negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks." Since its original publication in 1981, Getting to Yes has been translated into 18 languages and has sold over 1 million copies in its various editions. This completely revised edition is a universal guide to the art of negotiating personal and professional disputes. It offers a concise strategy for coming to mutually acceptable agreements in every sort of conflict.

Product Details :

Genre : Business & Economics
Author : Roger Fisher
Publisher : Penguin
Release : 1991-12-01
File : 186 Pages
ISBN-13 : 9781440673108


Getting Ready To Negotiate

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BOOK EXCERPT:

This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.

Product Details :

Genre : Business & Economics
Author : Roger Fisher
Publisher : Penguin
Release : 1995-08-01
File : 209 Pages
ISBN-13 : 9781101128350


Getting Past No

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BOOK EXCERPT:

We all want to get to yes, but what happens when the other person keeps saying no? How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker? In Getting Past No, William Ury of Harvard Law School’s Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You’ll learn how to: • Stay in control under pressure • Defuse anger and hostility • Find out what the other side really wants • Counter dirty tricks • Use power to bring the other side back to the table • Reach agreements that satisfies both sides' needs Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don’t have to get mad or get even. Instead, you can get what you want!

Product Details :

Genre : Business & Economics
Author : William Ury
Publisher : Bantam
Release : 1993-01-01
File : 210 Pages
ISBN-13 : 9780553371314


Getting Together

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BOOK EXCERPT:

Expanding on the principles, insights, and wisdom that made Getting to Yes a worldwide bestseller, Roger Fisher and Scott Brown offer a straightforward approach to creating relationships that can deal with difficulties as they arise. Getting Together takes you step-by-step through initiating, negotiating, and sustaining enduring relationships -- in business, in government, between friends, and in the family.

Product Details :

Genre : Business & Economics
Author : Roger Fisher
Publisher : Penguin
Release : 1989-09-01
File : 240 Pages
ISBN-13 : 9781101665602


The Power Of A Positive No

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BOOK EXCERPT:

“William Ury brings a marvelous blend of experience, insight, integrity and warmth to his work. In this wonderful book he teaches us how to say No—with grace and effect—so that we might create an even better Yes.” —Jim Collins, author of Good to Great No is perhaps the most important and certainly the most powerful word in the language. Every day we find ourselves in situations where we need to say No–to people at work, at home, and in our communities–because No is the word we must use to protect ourselves and to stand up for everything and everyone that matters to us. But as we all know, the wrong No can also destroy what we most value by alienating and angering people. That’s why saying No the right way is crucial. The secret to saying No without destroying relationships lies in the art of the Positive No, a proven technique that anyone can learn. This indispensable book gives you a simple three-step method for saying a Positive No. It will show you how to assert and defend your key interests; how to make your No firm and strong; how to resist the other side’s aggression and manipulation; and how to do all this while still getting to Yes. In the end, the Positive No will help you get not just to any Yes but to the right Yes, the one that truly serves your interests. Based on William Ury’s celebrated Harvard University course for managers and professionals, The Power of a Positive No offers concrete advice and practical examples for saying No in virtually any situation. Whether you need to say No to your customer or your coworker, your employee or your CEO, your child or your spouse, you will find in this book the secret to saying No clearly, respectfully, and effectively. In today’s world of high stress and limitless choices, the pressure to give in and say Yes grows greater every day, producing overload and overwork, expanding e-mail and eroding ethics. Never has No been more needed. A Positive No has the power to profoundly transform our lives by enabling us to say Yes to what counts–our own needs, values, and priorities. Understood this way, No is the new Yes. And the Positive No may be the most valuable life skill you’ll ever learn.

Product Details :

Genre : Self-Help
Author : William Ury
Publisher : Bantam
Release : 2007-12-26
File : 274 Pages
ISBN-13 : 9780553384260


Negotiating Rationally

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BOOK EXCERPT:

In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations. For example, managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party. Drawing on their research, the authors show how we are prisoners of our own assumptions. They identify strategies to avoid these pitfalls in negotiating by concentrating on opponents’ behavior and developing the ability to recognize individual limitations and biases. They explain how to think rationally about the choice of reaching an agreement versus reaching an impasse. A must read for business professionals.

Product Details :

Genre : Business & Economics
Author : Max H. Bazerman
Publisher : Simon and Schuster
Release : 1994-01-01
File : 196 Pages
ISBN-13 : 9781439106839


Beyond Reason

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BOOK EXCERPT:

“Written in the same remarkable vein as Getting to Yes, this book is a masterpiece.” —Dr. Steven R. Covey, author of The 7 Habits of Highly Effective People • Winner of the Outstanding Book Award for Excellence in Conflict Resolution from the International Institute for Conflict Prevention and Resolution • In Getting to Yes, renowned educator and negotiator Roger Fisher presented a universally applicable method for effectively negotiating personal and professional disputes. Building on his work as director of the Harvard Negotiation Project, Fisher now teams with Harvard psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation and author of Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts. In Beyond Reason, Fisher and Shapiro show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain.

Product Details :

Genre : Business & Economics
Author : Roger Fisher
Publisher : Penguin
Release : 2005-10-06
File : 256 Pages
ISBN-13 : 9781101218877


Getting To Yes In Korea

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BOOK EXCERPT:

President George W. Bush had pinned North Korea to an "axis of evil" but then neglected Pyongyang until it tested a nuclear device. Would the new administration make similar mistakes? When the Clinton White House prepared to bomb North Korea's nuclear facilities, private citizen Jimmy Carter mediated to avert war and set the stage for a deal freezing North Korea's plutonium production. The 1994 Agreed Framework collapsed after eight years, but when Pyongyang went critical, the negotiations got serious. Each time the parties advanced one or two steps, however, their advance seemed to spawn one or two steps backward. Clemens distils lessons from U.S. negotiations with North Korea, Russia, China, and Libya and analyses how they do-and do not-apply to six-party and bilateral talks with North Korea in a new political era.

Product Details :

Genre : Political Science
Author : Walter C. Clemens Jr
Publisher : Routledge
Release : 2015-11-17
File : 281 Pages
ISBN-13 : 9781317259190