High Quality
Open the downloaded document, and select print from the file menu (PDF reader required).
1
GettingtoYES
Negotiating an agreement without giving in
Roger Fisher and William Ury
With Bruce Patton, Editor Second edition by Fisher, Ury and Patton
RANDOM HOUSE BUSINESS BOOKS
2
GETTING TO YESThe authors of this book have been working together since 1977.Roger Fisher teaches negotiation at Harvard Law School, where he is Williston Professor of Law and Director of the Harvard Negotiation Project. Raised in Illinois, he served in WorldWar II with the U.S. Army Air Force, in Paris with the Marshall Plan, and in Washington, D.C.,with the Department of Justice. He has also practiced law in Washington and served as aconsultant to the Department of Defense. He was the originator and executive editor of theaward-winning series
The Advocates.
He consults widely with governments, corporations, andindividuals through Conflict Management, Inc., and the Conflict Management Group.William Ury, consultant, writer, and lecturer on negotiation and mediation, is Director of the Negotiation Network at Harvard University and Associate Director of the Harvard Negotiation Project. He has served as a consultant and third party in disputes ranging from thePalestinian-Israeli conflict to U.S.-Soviet arms control to intracorporate conflicts to labor-management conflict at a Kentucky coal mine. Currently, he is working on ethnic conflict in theSoviet Union and on teacher-contract negotiations in a large urban setting. Educated inSwitzerland, he has degrees from Yale in Linguistics and Harvard in anthropology.Bruce Patton, Deputy Director of the Harvard Negotiation Project, is the Thaddeus R. BealLecturer on Law at Harvard Law School, where he teaches negotiation. A lawyer, he teachesnegotiation to diplomats and corporate executives around the world and works as a negotiationconsultant and mediator in international, corporate, labor-management, and family settings.Associated with the Conflict Management organizations, which he co founded in 1984, he has both graduate and undergraduate degrees from Harvard.Books by Roger Fisher
International Conflict and Behavioral Science: The Craigville Papers (editor and co-author,1964)International Conflict for Beginners (1969)Dear Israelis, Dear Arabs: A Working Approach to Peace(1972)International Crises and the Role of Law: Points of Choice (1978)International Mediation: A Working Guide; Ideas for the Practitioner (with William Ury,1978)Improving Compliance with International Law (1981) Getting Together: BuildingRelationships As We Negotiate (1988)Books by William Ury
Beyond the Hotline: How Crisis Control Can Prevent Nuclear War (1985)Windows of Opportunity: From Cold War to Peaceful Competition in U.S.-SovietRelations (edited with Graham T. Allison and Bruce J. Allyn, 1989)Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict (with JeanneM. Brett and Stephen B. Goldberg, 1988)Getting Past No: Negotiating with Difficult People (1991)
3
Contents
II THE METHOD.....................................................................................................................................................13
IV IN CONCLUSION...............................................................................................................................................71V TEN QUESTIONS PEOPLE ASK.......................................................................................................................72
Sections
« prev | next »- Acknowledgments
- Preface to the Second Edition
- 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
- 6. What If They Are More Powerful?
- 7. What If They Won't Play?
- 8. What If They Use Dirty Tricks?
- IV In conclusion
- V Ten Questions People Ask
- About Getting to YES
Add a Comment
idioostleft a comment
This document has made it onto the Rising list!
suher213179left a comment
Saadsalih75left a comment