Getting to Yes: Negotiating Agreement Without Giving In

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 Mutally Satisfying Agreements - At Home, In Business And With People In Any Situation. I: The Problem -- Don't Bargain Over Positions -- 2: The Method -- Separate The People From The Problem -- Focus On Interests, Not Positions -- Invent Options For Mutual Gain -- Insist On Using Objective Criteria -- 3: 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) -- 4: In Conclusion. By Roger Fisher And William Ury ; With Bruce Patton, Editor. Reprint. Originally Published: Boston : Houghton Mifflin, 1981.