__________________________ THE WORLD'S BESTSELLING GUIDE TO NEGOTIATION
Getting to Yes has been in print for over thirty years. This timeless classic has helped millions of people secure win-win agreements both at work and in their private lives. Founded on principles such as:
· Don't bargain over positions
· Separate the people from the problem
· Insist on objective criteria
Getting to Yes simplifies the whole negotiation process, offering a highly effective framework that will ensure success.
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A new edition of a classic: with over 2 million copies sold in over 20 different languages, Getting to Yes is the most successful book on negotiation on the market
| Preface to the Third Edition |
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ix | |
| Preface to the Second Edition |
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xv | |
| Acknowledgments |
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xix | |
| Introduction |
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xxv | |
| I The Problem |
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1 | (16) |
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1 Don't Bargain Over Positions |
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3 | (14) |
| II The Method |
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17 | (80) |
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2 Separate the People from the Problem |
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19 | (23) |
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3 Focus on Interests, Not Positions |
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42 | (16) |
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4 Invent Options for Mutual Gain |
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58 | (24) |
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5 Insist on Using Objective Criteria |
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82 | (15) |
| III Yes, But... |
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97 | (50) |
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6 What If They Are More Powerful? |
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99 | (10) |
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(Develop Your Batna-Best Alternative To A Negotiated Agreement) |
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7 What If They Won't Play? |
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109 | (22) |
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(Use Negotiation Jujitsu) |
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8 What If They Use Dirty Tricks? |
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131 | (20) |
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(Taming The Hard Bargainer) |
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| IV In Conclusion |
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147 | (4) |
| V Ten Questions People Ask About Getting To Yes |
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151 | |
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Analytical Table of Contents |
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195 | (8) |
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A Note on the Harvard Negotiation Project |
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203 | |
ROGER FISHER is Williston Professor of Law Emeritus at Harvard Law School and Director of the Harvard Negotiating Project.
WILLIAM URY co-founded BRUCE PATTON is deputy director of the Harvard Negotiation Project.
