Getting to Yes: Negotiating Agreement Without Giving In

Getting to Yes: Negotiating Agreement Without Giving In

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Getting to Yes offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict-whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on studies and conferences conducted by the Harvard Negotiation Project, a group that deals continually with all levels of conflict resolution from domestic to business to international disputes, Getting to Yes tells you how to:
separate the people from the problem;
focus on interests, not positions;
establish precise goals at the outset of negotiations;
work together to create options that will satisfy both parties;
negotiate successfully with opponenets who are more powerful, refuse to play by the rules, or resort to "dirty tricks."

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