GettingtoYes_Negotiatinganagreementwitho.epub

Contents About the Book About the Authors Also by Roger Fisher and William Ury Title Page Dedication Preface to the Third Edition Preface to the Second Edition Acknowledgments Introduction I: THE PROBLEM 1. Don’t Bargain Over Positions II: THE METHOD 2. Separate the People from the Problem 3. Focus on Interests, Not Positions 4. Invent Options for Mutual Gain 5. Insist on Using Objective Criteria III: YES, BUT … 6. What If They Are More Powerful? (DEVELOP YOUR BATNA—BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT) 7. What If They Won’t Play? (USE NEGOTIATION JUJITSU) 8. What If They Use Dirty Tricks? (TAMING THE HARD BARGAINER) IV: IN CONCLUSION In Conclusion V: TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES QUESTIONS ABOUT FAIRNESS AND “PRINCIPLED” NEGOTIATION Question 1 : “Does positional bargaining ever make sense?” Question 2 : “What if the other side believes in a different standard of fairness?” Question 3 : “Should I be fair if I don’t have to be?” QUESTIONS ABOUT DEALING WITH PEOPLE Question 4 : “What do I do if the people are the problem?” Question 5 : “Should ......