A straightforward no-nonsense strategy for negotiation, this provides a few simple principles designed to guide you, no matter what tricks your adversaries try. The "Better Business Guides" are designed to offer up-to-date, practical advice on the ever-changing world of business.
Part 1 The problem: don't bargain over positions. Part 2 The method: separate the people from the problem; focus on interests, not positions; invent options for mutual gain; insist on objective criteria. Part 3 "Yes, but...": what if they are more powerful?; what if they won't play?; what if they use dirty tricks? Part 4 In conclusion: analytical table of contents; a note on the Harvard Negotiation Project.
Getting to Yes: Negotiating an agreement without giving in by Roger Fisher
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