[PDF] Getting to Yes PDF by William Ury and Roger Fisher (1981)
| Title: | Author(s): | Size: |
|---|---|---|
| Getting to Yes | William Ury and Roger Fisher | 18 MB |
About Getting to Yes by William Ury and Roger Fisher Book Pdf
Getting to Yes PDF: Negotiating Agreement Without Giving In is a self-help and negotiation manual, written by William Ury and Roger Fisher, and published for the first time back in 1981.
Both authors are experts in the subject of negotiation, starting with Roger Fisher who’s the director of the Harvard Negotiation Project and a professor of law at Harvard Law School.William Ury is an American author who’s a negotiation expert, he did help in the foundation of the Harvard Program on Negotiation.
Getting to Yes PDF is your gateway to learning how to negotiate correctly while getting the most advantages of any situation without giving in to pressures or other negotiators.
Summery Of Getting to Yes by William Ury and Roger Fisher Book
Discover A New Way To Negotiate - A negotiation has two fundamental components. The first is simple: what you seek to achieve from that negotiation.The second is often ignored. It’s how you trade. The “what” refers to the content of the trading itself, such as selling software or buying a car.On the other hand, the “how” is so important as and often negotiations do not come about because of it and not because of “what.”
Traditional trading works like this: two sides that have opposing positions talk find a price or common result and end the negotiation.This process can follow two different paths. Smooth negotiation, in which both parties avoid conflict, and hard negotiation, in which both conflict.In a smooth negotiation, one side accepts the offer of the other, but later this pacifism makes the other party feel resentful and exploited after the negotiation.On the other hand, in a tough negotiation, the one who has the least capacity to withstand pressure is given up first.Also, this approach harms the relationships between people and both sides end up exhausted.
Understanding the negotiation process is essential as it is not a perfect process. Once you’ve entered into a negotiation, you need to know that:
- Both sides leave an initial position;
- Throughout the negotiation it is not possible to return to the initial position;
- Each time you change your position, you can not return to the previous position;
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