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Getting to Yes: Mastering the Art of Negotiation and Persuasion
Negotiation. The word itself can conjure images of tense standoffs, aggressive haggling, and ultimately, compromise. But what if "negotiation" instead meant achieving mutually beneficial outcomes, building stronger relationships, and getting what you want while leaving the other party feeling valued? This blog post explores the powerful strategies behind "getting to yes," turning negotiations from battles into collaborative successes. We'll delve into practical techniques, mindset shifts, and crucial considerations to help you confidently navigate any negotiation, big or small, and consistently achieve positive results.
Understanding the "Getting to Yes" Philosophy
The phrase "Getting to Yes," borrowed from the seminal book of the same name by Roger Fisher and William Ury, represents a principled negotiation approach. It's about focusing on interests, not positions, separating the people from the problem, inventing options for mutual gain, and using objective criteria to evaluate solutions. This isn't about winning at all costs; it's about finding a solution that satisfies everyone involved.
Preparing for Success: The Foundation of Getting to Yes
Before you even enter a negotiation, thorough preparation is key. This involves several crucial steps:
#### 1. Define Your Interests: What are your underlying needs and desires? Don't just focus on your stated position (e.g., "I want $10,000"). Dig deeper. Why do you need $10,000? Is it for a down payment on a house, to pay off debt, or something else entirely? Understanding your interests allows you to be flexible and creative in finding solutions.
#### 2. Research Your Counterparty: Who are you negotiating with? What are their likely interests and priorities? Understanding their perspective is crucial to anticipating their responses and developing strategies that address their needs. Online research, networking, and even informal conversations can provide valuable insights.
#### 3. Set Your BATNA: Your Best Alternative To a Negotiated Agreement (BATNA) is your fallback position. What will you do if the negotiation fails? Having a strong BATNA gives you confidence and leverage throughout the process.
#### 4. Identify Your Walk-Away Point: This is the point at which you're unwilling to continue the negotiation. Knowing your walk-away point helps prevent you from accepting an agreement that is unfavorable.
Mastering the Negotiation Process: Techniques for Getting to Yes
Now, let's move into the actual negotiation:
#### 1. Active Listening: Truly listen to understand your counterparty's perspective, not just to formulate your response. Ask clarifying questions, paraphrase their points, and show genuine interest in their concerns.
#### 2. Focus on Interests, Not Positions: Remember the difference between your position (your stated demand) and your interest (your underlying need). By focusing on interests, you create space for creative solutions that address everyone's needs.
#### 3. Brainstorming and Collaboration: Encourage a collaborative approach. Brainstorm multiple solutions together, even seemingly outlandish ones. This fosters creativity and often leads to innovative solutions that neither party would have considered alone.
#### 4. Using Objective Criteria: Where possible, base your arguments on objective data, industry standards, or precedent. This removes emotion and allows for a more rational and fair outcome.
#### 5. Handling Objections Effectively: Anticipate objections and prepare responses. Address objections calmly and professionally, focusing on understanding their concerns and finding ways to address them.
Building Rapport and Maintaining Relationships: The Long Game of Getting to Yes
Successful negotiation is not just about achieving a single agreement; it's about building relationships that can lead to future collaborations. Maintaining a respectful and collaborative tone throughout the process is vital. Focus on building trust and demonstrating mutual respect, even when disagreements arise.
Conclusion
"Getting to Yes" isn't about manipulation or winning at all costs. It's about mastering a principled negotiation approach that leads to mutually beneficial outcomes and strengthens relationships. By understanding your interests, preparing thoroughly, employing effective techniques, and focusing on collaboration, you can confidently navigate any negotiation and consistently achieve your desired results. Remember, the goal is not just to get to "yes," but to get to a "yes" that works for everyone involved.
FAQs
1. What if my counterparty is unwilling to compromise? If your counterparty is inflexible, revisit your BATNA and walk-away point. Consider whether the potential outcome justifies continued negotiation. You might need to adjust your approach or even walk away.
2. How can I handle emotional negotiations? Stay calm and professional, even when the other party becomes emotional. Acknowledge their feelings without letting them derail the negotiation. Focus on the issues, not the personalities.
3. Is "Getting to Yes" always applicable? While "Getting to Yes" is a powerful framework, it might not be appropriate in all situations. In situations involving high-stakes conflict or ethical dilemmas, other approaches may be necessary.
4. How do I deal with power imbalances in a negotiation? A power imbalance can make negotiation challenging. Focus on building a strong BATNA, carefully preparing your arguments, and focusing on finding creative solutions that benefit both parties. Strategic alliances can also help level the playing field.
5. Can I use these techniques in everyday situations? Absolutely! The principles of "Getting to Yes" can be applied to any situation involving negotiation, from negotiating a salary to resolving a conflict with a friend or family member. The more you practice, the more effective you'll become.
| getting to yes: Getting to Yes Roger Fisher, William Ury, Bruce Patton, 1991 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 Past No William Ury, 2007-04-17 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! |
| getting to yes: The Power of a Positive No William Ury, 2007-02-27 A practical three-step method for saying no in any situation—without losing the deal or the relationship, from the author of Possible and Getting Past No “In this wonderful book, William Ury 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 In The Power of a Positive No, William Ury of Harvard Law School’s Program on Negotiation teaches you how to take the next step toward getting what you want. It all begins with the most powerful and perhaps most important word in any situation: No. But saying the wrong kind of No can destroy what we value and alienate others. That’s why saying No the right way—to people at work, at home, and in our communities—is crucial. You’ll learn how to: • Assert your own interests while respecting the other side’s • Use power effectively • Defuse the other side’s attack, manipulation, and guilt tactics • Reduce stress and anxiety • Develop healthier relationships • Stand up for yourself without stepping on the other person’s toes 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. And with The Power of a Positive No, we can learn how to use No to profoundly transform our lives by enabling us to say Yes to what counts—our own needs, values, and priorities. |
| getting to yes: Getting Ready to Negotiate Roger Fisher, Danny Ertel, 1995-08-01 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. |
| getting to yes: Beyond Reason Roger Fisher, Daniel Shapiro, 2005-10-06 “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. |
| getting to yes: Negotiating Rationally Max H. Bazerman, 1994-01-01 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. |
| getting to yes: Getting Together Roger Fisher, Scott Brown, 1989-09-01 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. |
| getting to yes: Getting More Stuart Diamond, 2010-12-28 NEW YORK TIMES BESTSELLER • Learn the negotiation model used by Google to train employees worldwide, U.S. Special Ops to promote stability globally (“this stuff saves lives”), and families to forge better relationships. A 20% discount on an item already on sale. A four-year-old willingly brushes his/her teeth and goes to bed. A vacationing couple gets on a flight that has left the gate. $5 million more for a small business; a billion dollars at a big one. Based on thirty years of research among forty thousand people in sixty countries, Wharton Business School Professor and Pulitzer Prize winner Stuart Diamond shows in this unique and revolutionary book how emotional intelligence, perceptions, cultural diversity and collaboration produce four times as much value as old-school, conflictive, power, leverage and logic. As negotiations underlie every human encounter, this immediately-usable advice works in virtually any situation: kids, jobs, travel, shopping, business, politics, relationships, cultures, partners, competitors. The tools are invisible until you first see them. Then they’re always there to solve your problems and meet your goals. |
| getting to yes: Negotiating the Nonnegotiable Daniel Shapiro, 2016 Find out how to successfully resolve your most emotionally charged conflicts. In this landmark book, world-renowned Harvard negotiation expert Daniel Shapiro presents a groundbreaking, practical method to reconcile your most contentious relationships and untangle your toughest conflicts. Before you get into your next conflict, read Negotiating the Nonnegotiable. It is not just another book on conflict resolution, but a crucial step-by-step guide to resolve life's most emotionally challenging conflicts--whether between spouses, a parent and child, a boss and an employee, or rival communities or nations. These conflicts can feel nonnegotiable because they threaten your identity and trigger what Shapiro calls the Tribes Effect, a divisive mind-set that pits you against the other side. Once you fall prey to this mind-set, even a trivial argument with a family member or colleague can mushroom into an emotional uproar. Shapiro offers a powerful way out, drawing on his pioneering research and global fieldwork in consulting for everyone from heads of state to business leaders, embattled marital couples to families in crisis. And he also shares his insights from negotiating with three of the world's toughest negotiators--his three young sons. This is a must read to improve your professional and personal relationships-- |
| getting to yes: Difficult Conversations Douglas Stone, Bruce Patton, Sheila Heen, 2023-08-22 The 10th-anniversary edition of the New York Times business bestseller-now updated with Answers to Ten Questions People Ask We attempt or avoid difficult conversations every day-whether dealing with an underperforming employee, disagreeing with a spouse, or negotiating with a client. From the Harvard Negotiation Project, the organization that brought you Getting to Yes, Difficult Conversations provides a step-by-step approach to having those tough conversations with less stress and more success. you'll learn how to: · Decipher the underlying structure of every difficult conversation · Start a conversation without defensiveness · Listen for the meaning of what is not said · Stay balanced in the face of attacks and accusations · Move from emotion to productive problem solving |
| getting to yes: Getting to Yes with Yourself William Ury, 2015-05-21 |
| getting to yes: Getting to Yes with Yourself William Ury, 2015-01-20 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. |
| getting to yes: The Serving Mindset Brock Farnoosh, 2018-11-06 What if you could stop selling altogether and grow your profits? With The Serving Mindset, you’ll learn how to serve, elevate your business success, and feel great about it! Targeted to business owners and entrepreneurs who are very good at what they do but feel guilt and shame around selling and sales and therefore limit their own success and overall possibilities, The Serving Mindset: Stop Selling and Grow Your Business positions selling as serving and takes readers through the process of why and how to acquire this “serving mindset” and put it into practice. For readers who hate sales, The Serving Mindset will help you diagnose the source of the issue, understand how your mindset affects your sales directly, and discover a fresh approach to selling as serving—an essential lesson for enabling any business to explore maximum levels of prosperity. Using case studies as well as the experience of the author and that of her professional-coaching clients, The Serving Mindset is sure to change how readers view selling, serving, and growing. The powerful insights and applications in this book are game-changers for every business owner and entrepreneur who wants to attract and secure ideal customers and premium clients while maintaining integrity to his or her own core values. |
| getting to yes: Negotiating at Work Deborah M. Kolb, Jessica L. Porter, 2015-01-27 Understand the context of negotiations to achieve better results Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context—of organizational culture, of prior negotiations, of power relationships—that dictates which issues are negotiable and by whom. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the status quo and we build out the path for others to negotiate those issues after us. In this way, negotiating for ourselves at work can create small wins that can grow into something bigger, for ourselves and our organizations. Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change. Negotiating at Work offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work. It does so within the context of organizational dynamics, recognizing that to negotiate with someone who has more power adds a level of complexity. The is true when we negotiate with our superiors, and also true for individuals currently under represented in senior leadership roles, whose managers may not recognize certain issues as barriers or obstacles. Negotiating at Work is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international. Strategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do so Tips on how to recognize opportunities to negotiate, bolster your confidence prior to the negotiation, turn 'asks' into a negotiation, and advance negotiations that get stuck A rich examination of research on negotiation, conflict management, and gender By using these strategies, you can negotiate successfully for your job and your career; in a larger field, you can also alter organizational practices and policies that impact others. |
| getting to yes: Summary of Never Split the Difference By Chris Voss QuickRead, Lea Schullery, The how-to guide for learning the secrets of negotiation from the FBI’s lead negotiator, implement the techniques and learn how to always get what you want. After joining the FBI, Chris Voss suddenly found himself face-to-face with a variety of criminals, from bank robbers to terrorists, all making demands and threatening to take lives along the way. Reaching the peak of his profession, Chris became the FBI’s lead international kidnapping negotiator. Through Never Split the Difference, Chris takes you inside the world of high-stakes negotiations and lays out the techniques he and his colleagues used to get what they wanted and save the lives of hostages. Now, you can use Chris’s book as a guide to learn how to implement the key elements of negotiation and become more persuasive in your professional and personal life. Do you want more free book summaries like this? Download our app for free at https://www.QuickRead.com/App and get access to hundreds of free book and audiobook summaries. DISCLAIMER: This book summary is meant as a preview and not a replacement for the original work. If you like this summary please consider purchasing the original book to get the full experience as the original author intended it to be. If you are the original author of any book on QuickRead and want us to remove it, please contact us at hello@quickread.com |
| getting to yes: Start with No Jim Camp, 2011-12-07 Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation—the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner. Think a win-win solution is the best way to make the deal? Think again. For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you can’t really control, and how to focus instead on the activities and behavior that you can and must control in order to successfully negotiate with the pros. The best negotiators: * aren’t interested in “yes”—they prefer “no” * never, ever rush to close, but always let the other side feel comfortable and secure * are never needy; they take advantage of the other party’s neediness * create a “blank slate” to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectations * always have a mission and purpose that guides their decisions * don’t send so much as an e-mail without an agenda for what they want to accomplish * know the four “budgets” for themselves and for the other side: time, energy, money, and emotion * never waste time with people who don’t really make the decision Start with No is full of dozens of business as well as personal stories illustrating each point of the system. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator. |
| getting to yes: Building a Second Brain Tiago Forte, 2022-06-14 Building a second brain is getting things done for the digital age. It's a ... productivity method for consuming, synthesizing, and remembering the vast amount of information we take in, allowing us to become more effective and creative and harness the unprecedented amount of technology we have at our disposal-- |
| getting to yes: The Little Engine That Could Watty Piper, 2005-09-27 I think I can, I think I can, I think I can... Discover the inspiring story of the Little Blue Engine as she makes her way over the mountain in this beloved classic—the perfect gift to celebrate the special milestones in your life, from graduations to birthdays and more! The kindness and determination of the Little Blue Engine have inspired millions of children around the world since the story was first published in 1930. Cherished by readers for over ninety years, The Little Engine That Could is a classic tale of the little engine that, despite her size, triumphantly pulls a train full of wonderful things to the children waiting on the other side of a mountain. |
| getting to yes: The Negotiation Book Steve Gates, 2015-10-08 Winner! - CMI Management Book of the Year 2017 – Practical Manager category Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage |
| getting to yes: Bargaining for Advantage G. Richard Shell, 2006-05-02 A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life A must read for everyone seeking to master negotiation. This newly updated classic just got even better.—Robert Cialdini, bestselling author of Influence and Pre-Suasion As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes: This updated edition includes: · An easy-to-take Negotiation I.Q. test that reveals your unique strengths as a negotiator · A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse · Insights on how to succeed when you negotiate online · Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track |
| getting to yes: The Hidden Rules of Successful Negotiation and Communication Marc O. Opresnik, 2014-06-17 Negotiations in professional or private life often take an unsatisfactory course due to stress, confrontation with aggressive or unfair behavior, or because of overwhelming situations. Negotiations generally require a thorough preparation, strategy and a sophisticated tactic to make us feel safe in the presentation of our goals and arrive at a mutually satisfactory outcome. Conventional books about negotiations are usually limited to strategies and techniques, but leave out elements of psychological communication and emotional intelligence, which include non-verbal communication and empathy, which in turn are essential for successful negotiation. Therefore, this book on the one hand constitutes the essential techniques and strategies in the context of negotiation, but also considers soft skills without which negotiations cannot be successful. This book presents practical examples in dealing with situations such as salary, contract and sales negotiations. In particular on context and time appropriate negotiation techniques; analyzing negotiation partners and their motives; interpret group processes, and how to successfully implement negotiation psychology. |
| getting to yes: Extinguish Burnout Robert Bogue, Terri Bogue, 2019 An authoritative and relevant guide that provides practical advice for how to avoid and recover from burnout and embark on the pathway to thriving. Trapped. Stuck. Helpless. These are the words that people experiencing burnout use to describe their lives, but they don't have to. The words used after extinguishing burnout are hopeful, thriving, flourishing, and powerful. Nearly everyone has experienced burnout. Some have escaped burnout's grips, but at what cost, and after how long? When we find ourselves succumbing to the pressures of today that move us towards burnout, we need a clear path to get out and avoid it in the future. That's what Rob and Terri Bogue have put together - a clear path out of burnout. In the book, you'll learn: - What causes burnout and how to escape - How to more realistically value the results you're getting - When to ask for and receive more support - What four simple physical self-care activities reduce burnout - How to change your self-talk for the better - What to do to manage your demands so you're not so exhausted - How to better recognize your personal value - How to integrate your self-image and reduce your stress - How to identify and eliminate barriers to your efficacy - How to build resilience against setbacks - Why hope is essential - Why failure isn't final - How to be detached without being disengaged Rob and Terri convert abstract concepts into tangible activities that you can do to escape burnout. They convert nearly incomprehensible research into practical steps anyone can take. Intentionally short chapters can be read in only a few minutes, so you don't have to commit to a long book or chapter to start feeling better. If you need to read one book about well-being, this is absolutely it. - Sharlyn Lauby, Author of HR Bartender |
| getting to yes: A Little Life Hanya Yanagihara, 2016-01-26 NEW YORK TIMES BESTSELLER • A stunning “portrait of the enduring grace of friendship” (NPR) about the families we are born into, and those that we make for ourselves. A masterful depiction of love in the twenty-first century. NATIONAL BOOK AWARD FINALIST • MAN BOOKER PRIZE FINALIST • WINNER OF THE KIRKUS PRIZE A Little Life follows four college classmates—broke, adrift, and buoyed only by their friendship and ambition—as they move to New York in search of fame and fortune. While their relationships, which are tinged by addiction, success, and pride, deepen over the decades, the men are held together by their devotion to the brilliant, enigmatic Jude, a man scarred by an unspeakable childhood trauma. A hymn to brotherly bonds and a masterful depiction of love in the twenty-first century, Hanya Yanagihara’s stunning novel is about the families we are born into, and those that we make for ourselves. Look for Hanya Yanagihara’s latest bestselling novel, To Paradise. |
| getting to yes: Getting to Yes Roger Fisher, William Ury, 1981 First published in 1981, this business classic offers five steps that can be used in business, school, relationships, and life in general to help resolve difficult situations. The goal is a win-win for both sides based on mutual advantage and basic principles. To achieve that, we need to get past our emotions and back off from polarized positions. If both sides in the negotiation can find a way to see the other person's perspective, conflicts can be resolved without either side feeling something had to be given up. Roger Fisher and William Ury provide a variety of case studies and situations that illustrate how both sides can win if we realize It's not personal. |
| getting to yes: Summary: Getting to Yes: Negotiating Agreement Without Giving In , |
| getting to yes: A Good Girl's Guide to Murder Holly Jackson, 2020-02-04 THE MUST-READ MULTIMILLION BESTSELLING MYSTERY SERIES—COMING SOON TO NETFLIX! • This is the story about an investigation turned obsession, full of twists and turns and with an ending you'll never expect. Everyone in Fairview knows the story. Pretty and popular high school senior Andie Bell was murdered by her boyfriend, Sal Singh, who then killed himself. It was all anyone could talk about. And five years later, Pip sees how the tragedy still haunts her town. But she can't shake the feeling that there was more to what happened that day. She knew Sal when she was a child, and he was always so kind to her. How could he possibly have been a killer? Now a senior herself, Pip decides to reexamine the closed case for her final project, at first just to cast doubt on the original investigation. But soon she discovers a trail of dark secrets that might actually prove Sal innocent . . . and the line between past and present begins to blur. Someone in Fairview doesn't want Pip digging around for answers, and now her own life might be in danger. And don't miss the sequel, Good Girl, Bad Blood! The perfect nail-biting mystery. —Natasha Preston, #1 New York Times bestselling author |
| getting to yes: The Inheritance Games Jennifer Lynn Barnes, 2020-09-01 OVER 3 MILLION COPIES SOLD OF THE #1 BESTSELLING SERIES! Don't miss this New York Times bestselling impossible to put down (Buzzfeed) novel with deadly stakes, thrilling twists, and juicy secrets—perfect for fans of One of Us is Lying and Knives Out. Avery Grambs has a plan for a better future: survive high school, win a scholarship, and get out. But her fortunes change in an instant when billionaire Tobias Hawthorne dies and leaves Avery virtually his entire fortune. The catch? Avery has no idea why—or even who Tobias Hawthorne is. To receive her inheritance, Avery must move into sprawling, secret passage-filled Hawthorne House, where every room bears the old man's touch—and his love of puzzles, riddles, and codes. Unfortunately for Avery, Hawthorne House is also occupied by the family that Tobias Hawthorne just dispossessed. This includes the four Hawthorne grandsons: dangerous, magnetic, brilliant boys who grew up with every expectation that one day, they would inherit billions. Heir apparent Grayson Hawthorne is convinced that Avery must be a conwoman, and he's determined to take her down. His brother, Jameson, views her as their grandfather's last hurrah: a twisted riddle, a puzzle to be solved. Caught in a world of wealth and privilege with danger around every turn, Avery will have to play the game herself just to survive. **The games continue in The Hawthorne Legacy, The Final Gambit, and The Brothers Hawthorne! |
| getting to yes: Shatter Me Tahereh Mafi, 2011-11-15 The gripping first installment in New York Times bestselling author Tahereh Mafi’s Shatter Me series. One touch is all it takes. One touch, and Juliette Ferrars can leave a fully grown man gasping for air. One touch, and she can kill. No one knows why Juliette has such incredible power. It feels like a curse, a burden that one person alone could never bear. But The Reestablishment sees it as a gift, sees her as an opportunity. An opportunity for a deadly weapon. Juliette has never fought for herself before. But when she’s reunited with the one person who ever cared about her, she finds a strength she never knew she had. And don’t miss Defy Me, the shocking fifth book in the Shatter Me series! |
| getting to yes: Negotiating For Dummies Michael C. Donaldson, 2011-04-18 People who can’t or won’t negotiate on their own behalf run the risk of paying too much, earning too little, and always feeling like they’re getting the short end of the stick. Negotiating For Dummies offers tips and strategies to help you become a more comfortable and effective negotiator. It shows you negotiating can improve many of your everyday transactions—everything from buying a car to upping your salary. Find out how to: Develop a negotiating style Map out the opposition Set goals and limits Listen, then ask the right question Interpret body language Say what you mean with crystal clarity Deal with difficult people Push the pause button Close the deal Featuring new information on re-negotiating, as well as online, phone, and international negotiations, Negotiating For Dummies helps you enter any negotiation with confidence and come out feeling like a winner. |
| getting to yes: Getting to Yes Roger Fisher. William Ury, Bruce Patton, 2020-05-26 Getting to YES menyajikan strategi yang ringkas, selangkah demi selangkah, dan terbukti untuk mencapai kesepakatan yang dapat diterima semua pihak dalam berbagai macam konflikÑentah melibatkan orangtua dan anak, tetangga, atasan dan bawahan, pelanggan dan perusahaan, penyewa, atau diplomat. Berdasarkan hasil karya Harvard Negotiation Project, kelompok yang terus-menerus menangani negosiasi dan resolusi konflik pada segala tingkatan, mulai dari lingkup rumah tangga, bisnis, hingga internasional, Getting to YES memberitahu Anda cara untuk: - Memisahkan pribadi dari permasalahan; - Berfokus pada kepentingan, bukan posisi; - Bekerja sama menciptakan berbagai pilihan yang memuaskan kedua belah pihak; dan - Sukses bernegosiasi dengan orang yang lebih kuat, yang menolak untuk bermain sesuai aturan, atau yang menggunakan Òtrik-trik kotorÓ. |
| getting to yes: Getting to Yes Sharon Foley, T F H Publications, 2007 Clicker training for improved horsemanship-- Cover. |
| getting to yes: The Silent Patient Alex Michaelides, 2019-02-05 **THE INSTANT #1 NEW YORK TIMES BESTSELLER** An unforgettable—and Hollywood-bound—new thriller... A mix of Hitchcockian suspense, Agatha Christie plotting, and Greek tragedy. —Entertainment Weekly The Silent Patient is a shocking psychological thriller of a woman’s act of violence against her husband—and of the therapist obsessed with uncovering her motive. Alicia Berenson’s life is seemingly perfect. A famous painter married to an in-demand fashion photographer, she lives in a grand house with big windows overlooking a park in one of London’s most desirable areas. One evening her husband Gabriel returns home late from a fashion shoot, and Alicia shoots him five times in the face, and then never speaks another word. Alicia’s refusal to talk, or give any kind of explanation, turns a domestic tragedy into something far grander, a mystery that captures the public imagination and casts Alicia into notoriety. The price of her art skyrockets, and she, the silent patient, is hidden away from the tabloids and spotlight at the Grove, a secure forensic unit in North London. Theo Faber is a criminal psychotherapist who has waited a long time for the opportunity to work with Alicia. His determination to get her to talk and unravel the mystery of why she shot her husband takes him down a twisting path into his own motivations—a search for the truth that threatens to consume him.... |
| getting to yes: Dark Matter Blake Crouch, 2016-07-26 NEW YORK TIMES BESTSELLER • COMING SOON TO APPLE TV+ • A “mind-blowing” (Entertainment Weekly) speculative thriller about an ordinary man who awakens in a world inexplicably different from the reality he thought he knew—from the author of Upgrade, Recursion, and the Wayward Pines trilogy “Are you happy with your life?” Those are the last words Jason Dessen hears before the kidnapper knocks him unconscious. Before he awakens to find himself strapped to a gurney, surrounded by strangers in hazmat suits. Before a man he’s never met smiles down at him and says, “Welcome back, my friend.” In this world he’s woken up to, Jason’s life is not the one he knows. His wife is not his wife. His son was never born. And Jason is not an ordinary college professor but a celebrated genius who has achieved something remarkable. Something impossible. Is it this life or the other that’s the dream? And even if the home he remembers is real, how will Jason make it back to the family he loves? From the bestselling author Blake Crouch, Dark Matter is a mind-bending thriller about choices, paths not taken, and how far we’ll go to claim the lives we dream of. |
| getting to yes: Once Upon a Broken Heart Stephanie Garber, 2021-09-28 #1 NEW YORK TIMES BESTSELLER! ONCE UPON A BROKEN HEART marks the launch of a new series from Stephanie Garber about love, curses, and the lengths that people will go to for happily ever after For as long as she can remember, Evangeline Fox has believed in true love and happy endings . . . until she learns that the love of her life will marry another. Desperate to stop the wedding and to heal her wounded heart, Evangeline strikes a deal with the charismatic, but wicked, Prince of Hearts. In exchange for his help, he asks for three kisses, to be given at the time and place of his choosing. But after Evangeline’s first promised kiss, she learns that bargaining with an immortal is a dangerous game — and that the Prince of Hearts wants far more from her than she’d pledged. He has plans for Evangeline, plans that will either end in the greatest happily ever after, or the most exquisite tragedy. |
| getting to yes: The Lazy Genius Way Kendra Adachi, 2020 Be productive without sacrificing peace of mind using Lazy Genius principles that help you focus on what really matters and let go of what doesn't. If you need a comprehensive strategy for a meaningful life but are tired of reading stacks of self-help books, here is an easy way that actually works. No more cobbling together life hacks and productivity strategies from dozens of authors and still feeling tired. The struggle is real, but it doesn't have to be in charge. With wisdom and wit, the host of The Lazy Genius Podcast, Kendra Adachi, shows you that it's not about doing more or doing less; it's about doing what matters to you. In this book, she offers fourteen principles that are both practical and purposeful, like a Swiss army knife for how to be a person. Use them in combination to lazy genius anything, from laundry and meal plans to making friends and napping without guilt. It's possible to be soulful and efficient at the same time, and this book is the blueprint. The Lazy Genius Way isn't a new list of things to do; it's a new way to see. Skip the rules about getting up at 5 a.m. and drinking more water. Let's just figure out how to be a good person who can get stuff done without turning into The Hulk. These Lazy Genius principles--such as Decide Once, Start Small, Ask the Magic Question, and more--offer a better way to approach your time, relationships, and piles of mail, no matter your personality or life stage. Be who you already are, just with a better set of tools. |
| getting to yes: Getting to Yes Roger Fisher, William L. Ury, Bruce Patton, 2011-05-03 The key text on problem-solving negotiation-updated and revised Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken. |
| getting to yes: Negotiating 101 Peter Sander, 2017-06-06 Deskripsi A quick-and-easy guide to core business and career concepts—no MBA required! The ability to negotiate a deal. Confidence to oversee staff. Complete, accurate monitoring of expenses. In today’s business world, these are must-have skills. But all too often, comprehensive business books turn the important details of best practices into tedious reading that would put even a CEO to sleep. From hiring and firing to strategizing and calculating revenues, Negotiating 101: From Planning Your Strategy to Finding a Common Ground, an Essential Guide to the Art of Negotiating by Peter Sander is an easy-to-understand roadmap of today’s complex business world, packed with hundreds of entertaining tidbits and concepts that can’t be found anywhere else. So whether you’re a new business owner, a middle manager, or an entry-level employee, this 101 series has the answers you need to conduct business in a smarter way. Tentang Penulis Peter Sander is an author, researcher, and consultant in the fields of business, location reference, and personal finance. He has written more than forty books, including Value Investing for Dummies, Personal Finance for Entrepreneurs, and 101 Things Everyone Should Know About Economics. The author of numerous articles dealing with investment strategies, he is also the coauthor of the top-selling the 100 Best Stocks series. |
| getting to yes: Building Agreement Daniel Shapiro, Roger Fisher, 2015-01-22 Whether you're negotiating with an angry boss or a difficult colleague - or, indeed, a stubborn teenager - you can learn to use your emotions to help you achieve the result you want. Building Agreement shows you how to control the five 'core concerns' that motivate people: -- Express appreciation for what others think, feel or do -- Build affiliation and turn an adversary into a colleague -- Respect autonomy in others and gain autonomy in return -- Acknowledge status and simultaneously establish your own worth -- Choose a fulfilling role during the process of negotiating Using the latest research of the Harvard Negotiation Project, the group that brought you the groundbreaking book Getting to Yes, this is a superbly practical guide to mastering essential negotiating skills. Originally published in hardback under the title Beyond Reason. |
| getting to yes: Before the Coffee Gets Cold Toshikazu Kawaguchi, 2020-11-17 PREORDER YOUR COPY OF BEFORE WE FORGET KINDNESS, the fifth book in the best-selling and much loved series, NOW! *NOW AN LA TIMES BESTSELLER* *OVER ONE MILLION COPIES SOLD* *AN INTERNATIONAL BESTSELLER* If you could go back in time, who would you want to meet? In a small back alley of Tokyo, there is a café that has been serving carefully brewed coffee for more than one hundred years. Local legend says that this shop offers something else besides coffee—the chance to travel back in time. Over the course of one summer, four customers visit the café in the hopes of making that journey. But time travel isn’t so simple, and there are rules that must be followed. Most important, the trip can last only as long as it takes for the coffee to get cold. Heartwarming, wistful, mysterious and delightfully quirky, Toshikazu Kawaguchi’s internationally bestselling novel explores the age-old question: What would you change if you could travel back in time? Meet more wonderful characters in the rest of the captivating Before the Coffee Gets Cold series: Tales from the Cafe Before Your Memory Fades Before We Say Goodbye And the upcoming BEFORE WE FORGET KINDESS |
| getting to yes: The Peter Principle Dr. Laurence J. Peter, Raymond Hull, 2014-04-01 The classic #1 New York Times bestseller that answers the age-old question Why is incompetence so maddeningly rampant and so vexingly triumphant? The Peter Principle, the eponymous law Dr. Laurence J. Peter coined, explains that everyone in a hierarchy—from the office intern to the CEO, from the low-level civil servant to a nation’s president—will inevitably rise to his or her level of incompetence. Dr. Peter explains why incompetence is at the root of everything we endeavor to do—why schools bestow ignorance, why governments condone anarchy, why courts dispense injustice, why prosperity causes unhappiness, and why utopian plans never generate utopias. With the wit of Mark Twain, the psychological acuity of Sigmund Freud, and the theoretical impact of Isaac Newton, Dr. Laurence J. Peter and Raymond Hull’s The Peter Principle brilliantly explains how incompetence and its accompanying symptoms, syndromes, and remedies define the world and the work we do in it. |
Getting To Yes - USA
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: …
Getting to Yes: Negotiating Agreement Without Giving In
Roger Fisher and William Ury, Getting to Yes: Negotiating Agreement Without Giving In, (New York: Penguin Books, 1983). In this classic text, Fisher and Ury describe their four principles …
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Getting to Yes Contents . I. THE PROBLEM. 1. Don't Bargain Over Positions . II. THE METHOD. 2. Separate the PEOPLE from the Problem. 3. Focus on IN'TERESTS, Not Positions . 4. …
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“Getting to YES is a highly readable and practical primer on the fundamentals of negotiation. All of us, as negotiators dealing with personal, community, and business problems, need to improve …
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The four principles of effective negotiation. Principled negotiation is a more effective way of reaching good agreements. The process of principled negotiation can be used effectively on …
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