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| Dateititel | Getting to Yes: Negotiating Agreement Without Giving In |
| Veröffentlichungsdatum | |
| Sprache | Deutsch |
| ISBN-10 | 3432549756-TGV |
| Digital ISBN | 683-3101405419-NGY |
| von (Autor) | Barbara Hilbert |
| Übersetzer | Udonna Faakhir |
| Seitenzahl | 538 Pages |
| Editor | Milo Niedenthal |
| Dokumententyp | EPub PDF AMZ HWP WRD |
| Dateigröße | 5.32 MB |
| Dateinamen | Getting to Yes: Negotiating Agreement Without Giving In.pdf |
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Summary of Getting to Yes: Negotiating Agreement Without Giving In By Roger Fisher, William Ury and for the second Edition, Bruce Patton Summary written by Tanya Glaser, Conflict Research Consortium Citation: Fisher, Roger and William Ury. Getting to Yes: Negotiating Agreement Without Giving In, 3rd ed. New York, NY: Penguin Books, 2011. .
Getting to Yes: Negotiating Agreement Without Giving In is a best-selling 1981 non-fiction book by Roger Fisher and William L. Ury. Subsequent editions in 1991 and 2011 added Bruce Patton as co-author. All of the authors were members of the Harvard Negotiation Project. The book made appearances for years on the Business Week bestseller list. The book suggests a method called principled ...
YES Negotiating an agreement without giving in Roger Fisher and William Ury With Bruce Patton, Editor Second edition by Fisher, Ury and Patton RANDOM HOUSE BUSINESS BOOKS . 2 GETTING TO YES The authors of this book have been working together since 1977. Roger Fisher teaches negotiation at Harvard Law School, where he is Williston Professor of Law and Director of the Harvard Negotiation Project ...
Getting To Yes Negotiating Agreement Without Giving In By Roger Fisher and William Ury . I. Don’t Bargain Over Positions • Any method of negotiation may be fairly judged by three criteria: o. It should produce a wise agreement if agreement is possible . o. It should be efficient . o. And it should not damage the relationship between the parties • A wise agreement can be defined as one ...
Most seasoned negotiators understand the value of evaluating their BATNA, a concept that Roger Fisher, William Ury, and Bruce Patton introduced in their seminal book Getting to Yes: Negotiating Agreement Without Giving In.
Carr was an experienced negotiator and was well-trained in basic principles: Separate the people from the problem. Define your BATNA (best alternative to a negotiated agreement) up front. Focus on ...
GETTING TO YES by Fisher and Ury - free pdf - My negotiation case disputes in environment, labor, international investment and constitutional reform added. Select material from Law Professor Charles B. Carver NEGOTIATION PROCESS added. James G Matkin. Download PDF. Download Full PDF Package . This paper. A short summary of this paper. 28 Full PDFs related to this paper. READ PAPER. GETTING TO ...
Former Harvard Law School professor Roger Fisher, and academic, anthropologist, and negotiation expert William Ury developed this approach in their 1981 book, "Getting to Yes." They identified five steps of principled negotiations*, and argued that negotiations are successful when they encourage cooperation toward a common goal.
What is Negotiation? The authors of Getting to Yes define negotiating as a “back-and-forth communication designed to reach an agreement when you and the other side have some interests that are shared and others that are opposed.”. Other experts define negotiation using similar terms. In her negotiation textbook The Mind and Heart of the Negotiator, Leigh Thompson refers to negotiation as ...
When you are negotiating, never make assumptions, and do not rush. Don't take negotiation personally; it's just business. Don't overnegotiate or accept a bad deal just to make a sale.