Summary Getting To Yes Negotiating Agreement Without Giving In

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Getting to Yes

Getting to Yes
  • Author : Roger Fisher,William Ury,Bruce Patton
  • Publisher : Houghton Mifflin Harcourt
  • Release : 1991
  • ISBN : 9780395631249
  • Language : En, Es, Fr & De

Book Description :

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

Getting to Yes

Getting to Yes
  • Author : Roger Fisher,William Ury,Bruce Patton
  • Publisher : Random House
  • Release : 1999
  • ISBN : 1844131467
  • Language : En, Es, Fr & De

Book Description :

The world's bestselling guide to negotiation.Getting to Yes has been in print for over thirty years, and in that time has helped millions of people secure win-win agreements both at work and in their private lives. Including principles such as:Don't bargain over positionsSeparate the people from the problem andInsist on objective criteriaGetting to Yes simplifies the whole negotation process, offering a highly effective framework that will ensure success.

Getting to Yes

Getting to Yes
  • Author : Roger Fisher,William Ury
  • Publisher : Penguin
  • Release : 1991-12-01
  • ISBN : 1440673101
  • Language : En, Es, Fr & De

Book Description :

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.

Getting Past No

Getting Past No
  • Author : William Ury
  • Publisher : Bantam
  • Release : 1993
  • ISBN : 0553371312
  • Language : En, Es, Fr & De

Book Description :

Offers advice on how to negotiate with difficult people, showing readers how to stay cool under pressure, disarm an adversary, and stand up for themselves without provoking opposition

Getting Ready to Negotiate

Getting Ready to Negotiate
  • Author : Roger Fisher,Danny Ertel
  • Publisher : Penguin
  • Release : 1995-08-01
  • ISBN : 1101128356
  • Language : En, Es, Fr & De

Book Description :

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.

The Power of a Positive No

The Power of a Positive No
  • Author : William Ury
  • Publisher : Bantam
  • Release : 2007-02-27
  • ISBN : 9780553903522
  • Language : En, Es, Fr & De

Book Description :

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! From the Hardcover edition.

Getting to Yes with Yourself

Getting to Yes with Yourself
  • Author : William Ury
  • Publisher : HarperCollins
  • Release : 2015-01-20
  • ISBN : 0062363395
  • Language : En, Es, Fr & De

Book Description :

William Ury, coauthor of the international bestseller Getting to Yes, returns with another groundbreaking book, this time asking: how can we expect to get to yes with others if we haven’t first gotten to yes with ourselves? Renowned negotiation expert William Ury has taught tens of thousands of people from all walks of life—managers, lawyers, factory workers, coal miners, schoolteachers, diplomats, and government officials—how to become better negotiators. Over the years, Ury has discovered that the greatest obstacle to successful agreements and satisfying relationships is not the other side, as difficult as they can be. The biggest obstacle is actually our own selves—our natural tendency to react in ways that do not serve our true interests. But this obstacle can also become our biggest opportunity, Ury argues. If we learn to understand and influence ourselves first, we lay the groundwork for understanding and influencing others. In this prequel to Getting to Yes, Ury offers a seven-step method to help you reach agreement with yourself first, dramatically improving your ability to negotiate with others. Practical and effective, Getting to Yes with Yourself helps readers reach good agreements with others, develop healthy relationships, make their businesses more productive, and live far more satisfying lives.

Negotiation Genius

Negotiation Genius
  • Author : Deepak Malhotra,Max H. Bazerman
  • Publisher : Bantam
  • Release : 2008
  • ISBN : 0553384112
  • Language : En, Es, Fr & De

Book Description :

Presents a comprehensive guide to the essential skills, strategies, techniques, and creative mindset of successful negotiation, drawing on the latest behavioral research and real-life case studies to explain how to prepare for and execute negotiations, from identifying opportunities to overcoming resistance and defusing hardball tactics. Reprint. 30,000 first printing.

Never Split the Difference

Never Split the Difference
  • Author : Chris Voss,Tahl Raz
  • Publisher : HarperCollins
  • Release : 2016-05-17
  • ISBN : 0062407813
  • Language : En, Es, Fr & De

Book Description :

A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life. Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.