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William Ury • Getting to Yes: Negotiating Agreement Without Giving In
Don’t defend your ideas, invite criticism and advice.
Roger Fisher, William L. Ury, Bruce Patton • Getting to Yes: Negotiating Agreement Without Giving In
your contrasting stories, your intentions, or your contributions,
Roger Fisher • Difficult Conversations: How to Discuss What Matters Most
Successful negotiators understand perception.
Laurence Endersen • Pebbles of Perception: How a Few Good Choices Make All The Difference
your offer should be open to modification by the other person. Think of the goal rather as “offering and discussing a possible description and purpose” for your conversation. In other words, the task of describing the problem and of setting purposes is itself a joint task.
Roger Fisher • Difficult Conversations: How to Discuss What Matters Most
Tom, one of our colleagues, had his parked car totally destroyed by a dump truck. The car was covered by insurance, but the exact amount Tom could recover remained for him to work out with the insurance adjuster. Insurance Adjuster Tom We have studied your case and we have decided the policy applies. That means you’re entitled to a settlement of $1
... See moreRoger Fisher, William L. Ury, Bruce Patton • Getting to Yes: Negotiating Agreement Without Giving In
Can I commit the other party to norms that favor my result?
G. Richard Shell • Bargaining for Advantage: Negotiation Strategies for Reasonable People
Bottom lines are vitally important to negotiation theory, but setting and negotiating toward a legitimate goal is the key factor in most bargaining success stories.
G. Richard Shell • Bargaining for Advantage: Negotiation Strategies for Reasonable People
Can I improve my alternatives or make the other party’s worse?