This global bestseller by William Ury offers a concise, step-by-step strategy for reaching mutually acceptable agreements in any type of conflict. Advice and negotiation techniques can be applied to family situations, commercial disputes. even international conflicts. The theories and tactics presented in Getting to Yes are based on the work of the Harvard Negotiation Project, an organization that deals with all levels of negotiation, mediation, and conflict resolution. The fifth principle – „Know your BATNA (Best Alternative To Negotiated Agreement)” – stresses that no method can guarantee success if all the leverage is on the other side. [8] The authors propose two methods for negotiating from a position of power. First, each party should first protect itself. Second, each side should make the most of the power within its own assets to negotiate and win against the other side. Misaling the other party`s intentions due to one`s own fear is a common mistake; The authors describe it as a bad habit that could cost „new ideas towards agreement.” [8] The authors explain that feelings are as important during the negotiation as the content of the dispute. Communication is the main aspect of negotiation and the authors point to three common communication problems: on the contrary, they argued, negotiators can and should seek negotiation strategies that can help both sides get more of what they want. By listening carefully, treating each other fairly, and exploring value-enhancing options together, negotiators can find ways to achieve a „yes” that reduces the need to rely on tough negotiation tactics and unnecessary concessions.

Fisher, R., Ury, W. and Patton, B. (1991), Getting to Yes: Negotiating Agreement without Giving In, 2nd ed., Houghton Mifflin. Since its initial release in 1981, Getting to Yes has been translated into 18 languages and sold more than a million times in its various editions. This completely revised edition is a universal guide to the art of negotiating personal and professional quarrels. It offers a concise strategy for reaching mutually acceptable agreements in any type of conflict. Getting to Yes offers a concise and proven strategy to reach mutually acceptable agreements in any type of conflict, be it parents and children, neighbors, bosses and employees, customers or companies, tenants or diplomats. Based on the work of the Harvard Negotiation Project, a group that constantly deals with all levels of negotiation and conflict resolution, from the inside to the international to the business, Getting to Yes tells you how to do it: although dry and a little outdated, this book gives a useful fleeting overview of basic negotiation tactics. The advice given by the book focuses on the following principles: 1. Separation of people from.

Читать весь отзыв Getting to Yes offers a simple, universally applicable method for negotiating personal and professional quarrels without getting angry. We tend to start our negotiations by presenting our positions. For example, an owner might say to a developer, „I`m not going to allow you to develop this property.” If we take firm positions, we would be at an impasse. In our „yes” goal, we need to identify the interests that underpin our counterpart`s positions by asking questions such as, „Why is this quality important to you?” By identifying the interests that motivate the other party and sharing your own interests, you can open up the possibility of exploring compromises on topics and increasing your chances of getting yes. . . .