This specific edition of the ISBN is currently not available. But too often, negotiators end up like the proverbial children who fought over an orange. After they finally agreed to divide the orange in half, the first child took one half, had the fruit and threw away the shell, while the other threw. the fruit and used the shell of the second half when baking a cake. Too often, « negotiators leave money on the table » – they don`t reach an agreement if they could have done so, or the deal they made could have been better for each side. Too many negotiations end with half an orange for each part instead of all the fruit for one and all the bowl for the other. What for? Getting to Yes offers a simple, universally usable method to negotiate personal and professional quarrels without getting angry. But the emotional commitment on one side of a subject makes it difficult to find wise ways to meet the interests of both sides: « We have enough problems of our own; they can take care of their own. Often, there is also a psychological disaffection to give any legitimacy to the opinions of the other party; It seems unfair to find ways to satisfy them. Short-sighted self-sufficiency therefore leads a negotiator to develop only partisan positions, partisan arguments and unilateral solutions. This global bestseller by William Ury offers a concise, step-by-step strategy for reaching mutually acceptable agreements in any type of conflict. Advice and negotiation techniques can be applied to family situations, commercial disputes. even international conflicts.
The theories and tactics presented in Getting to Yes are based on the work of the Harvard Negotiation Project, an organization that deals with all levels of negotiation, mediation, and conflict resolution. Getting to Yes offers a concise and proven strategy to reach mutually acceptable agreements in any type of conflict, be it parents and children, neighbors, bosses and employees, customers or companies, tenants or diplomats. Based on the work of the Harvard Negotiation Project, a group that continually deals with all levels of negotiation and conflict resolution, from the inside to the international to the business, Getting to Yes tells you how: Fisher, R., Ury, W. and Patton, B. (1991), Getting to Yes: Negotiating Agreement with Negotiating With Giving In, 2nd ed., Houghton Mifflin. The option like a demilitarized Sinai can often make the difference between stopping and agreeing. A lawyer we know directly attributes his success to his ability to invent solutions that are beneficial to both his client and the other side. He widens the cake before sharing it. The ability to invent options is one of the most useful assets a trader can have.
Since its initial release in 1981, Getting to Yes has been translated into 18 languages and sold more than a million times in its various editions. This completely revised edition is a universal guide to the art of negotiating personal and professional quarrels. It offers a concise strategy for reaching mutually acceptable agreements in any type of conflict. . . .