| Contents Notes |
The problem. Don't bargain over positions ; The method. Separate the people from the problem ; Focus on interests, not positions ; Invent options for mutual gain ; Insist on using objective criteria -- Yes, but ... What if they are more powerful? (develop your BATNA--best alternative to a negotiated agreement) ; What if they won't play? (use negotiation Jujitsu) ; What if they use dirty tricks? (taming the hard bargainer) -- In conclusion. One of the key business texts of the modern era, Getting to Yes has helped millions of people learn a better way to negotiate. Based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution, it offers readers a straightforward, universally applicable method for reaching mutually satisfying agreements - at home, in business and with people in any situation. |
