Getting to Yes by Fisher, Ury, and Patton
Many of these suggestions are like those offered above by various professionals. While they might be considered tricks to gain an advantage, they also imply that the person using these tricks must truly believe that they will work. Nothing in this book indicates that these "tricks" will be effective without a good attitude on the part of the negotiator.

In the course of this book, the authors address a number of issues of importance to those involved in negotiating, and all of their suggestions are intended to allow the individual to maintain his or her position while bringing others around to their point of view. They offer advice on specific problems, such as when the people on the other side can be considered the problem to be overcome, or when the other side is more powerful, refuses to play by the rules, or resorts to "dirty tricks." The advice is detailed and could be very useful to those involved in difficult negotiations. The distinction made between soft and hard bargaining is interesting and could point to real differences between different types of negotiation and different ways of succeeding in a negotiation. As the title of the book indicates, the goal is to gain agreement and not to be so hard as to prevent agreement with the other side. The approach of this book is practical rather than theoretical, offering advice on how to succeed, and so can be considered normative

    Some topics in this essay  
    Negotiating Game | Program Negotiation | Ury Patton | Getting Yes | Getting Past | Fisher Ury | ury patton | fisher ury | fisher ury patton | William Ury | principled negotiation | York Bantam | successful negotiator | successful negotiation | soft hard | hard bargaining | York Harper | York Penguin | ury patton 1991 | course book | success failure | 1991 xviii | patton 1991 xviii | soft hard bargaining |  
    Get Better Grades!  
    Saved Papers  
    Save your essays here so you can locate them quickly!  
"It's nice to be able to find information so quickly and easily."
Jillian T.
"I enjoy reading other writers papers to get their perspective on things. It makes writing my own paper so much easier."
Cindy A.
"I've used this site for 2 semesters and I'll be back next year for sure!"
Liz R.
"This site rocks! I got an A thanks to you helping with my writers block."
Sara B.
"I was in a real bind and your site helped me to come up with ideas for my paper."
Brian T.
Copyright © 1999 - 2014 All Rights Reserved. DMCA