Getting to YES!: Negotiating Agreement Without Giving In
Roger Fisher y William Ury
Describe their four principles for effective negotiation. 1) Separating People and Issues. 2) Focus on Interest. 3) Generate Options. 4) Use Objective Criteria. They also describe three common obstacles to negotiation and discuss ways to overcome them. When the Other Party Is More Powerful When the Other Party Won’t Use Principled Negotiation When the Other Party Uses Dirty Tricks. Fisher and Ury explain that a good agreement is one which is wise and efficient, and which improves the parties’ relationship. Wise agreements satisfy the parties’ interests and are fair and lasting.
Douglas Stone, Bruce Patton, y Sheila Heen
In it are important principles and checklists of difficult conversations to help you solve tough moments in the workplace with employees and other everyday situations. In each conversation there are three conversations that remain hidden to most people. We tend to argue about facts, ignoring two other conversations. The Three Conversations in Difficult Conversations 1) What happened. 2) Feelings. Investigate the emotional footprints. 3) Identity. “Managing all three simultaneously may seem hard,” writes Stone, Patton, Heen, and Fisher, “but it’s easier than facing the consequences of engaging in difficult conversations blindly.”
Expanding on the principles, insights, and wisdom that made Getting to Yes a worldwide bestseller, Roger Fisher and Scott Brown offer a straightforward approach to creating relationships that can deal with difficulties as they arise. Getting Together takes you step-by-step through initiating, negotiating, and sustaining enduring relationships — in business, in government, between friends, and in the family.
In Beyond Reason, you will discover how to use emotions to turn a disagreement – big or small, professional or personal – into an opportunity for mutual gain. Practical and powerful advice straightforward, for dealing with emotions in even your toughest negotiations, whether with a difficult colleague or your angry spouse. You will discover five “core concerns” that lie at the heart of most emotional challenges. And more importantly, you will learn how to address these concerns to improve your relationships and get the results you want. The advice builds on previous work of the Harvard Negotiation Project, the group that brought you the groundbreaking Getting to YES. World-renowned negotiator Roger Fisher teams with psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation.
Today’s increasingly competitive marketplace is filled with business transactions that include elements of both negotiations and auctions, yet the received wisdom on deal-making treats these two mechanisms separately. Leading dealmaking scholar Guhan Subramanian explores the ubiquitous situation in which negotiators are “fighting on two fronts”—across the table, of course, but also on the same side of the table with known, unknown, or possible competitors.
Argue that negotiation must be a strategic core competency. Drawing on their decades of training and consulting work, as well as a robust theory of negotiation, the authors provide a step-by-step model for building organizational competence. They show why the approach of training and more training is a weak strategy. The authors also describe the organizational barriers that so often plague even experienced negotiators, and recommend ways of overcoming them. Built to Win explains the crucial role that leaders must play in setting goals, aligning incentives, pinpointing metrics, and supporting learning platforms to promote long-term success. A final chapter provides practical how-to tools to help you start your own organizational improvement process. This book will be invaluable to CEOs, senior-level managers, HR business leaders, human resource professionals, sales and purchasing managers, and others who negotiate regularly.
Mnookin, head of Harvard’s Program on Negotiation, combines business, history, philosophy and psychology to present a complete set of tools for confronting “Devils,” defined as any individual perceived as a harmful adversary. Examining eight conflicts, including Winston Churchill’s decision to reject negotiations with Adolf Hitler, Nelson Mandela’s decision to initiate discussions with South Africa’s apartheid government, IBM’s discovery that its largest competitor copied its software, poisoned labor-management issues in the San Francisco Symphony, and examples from his professional experience, Mnookin (Beyond Winning) provides a straightforward account of the deliberative options when facing a “Faustian tension between pragmatism and principle.”
We all want to get to yes, but what happens when the other person keeps saying no? How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful co-worker? In Getting Past No, William Ury of Harvard Law School’s Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You’ll learn how to: • Stay in control under pressure • Defuse anger and hostility • Find out what the other side really wants • Counter dirty tricks • Use power to bring the other side back to the table • Reach agreements that satisfies both sides’ needs Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don’t have to get mad or get even. Instead, you can get what you want!
Decisions shape our experiences, from choosing which job offer to accept, to buying the right car, to selecting a good accountant. How do we know which choice is the smart one? How can we be consistent and confident in our decisions? In this book from the three leading authorities on decision-making, readers learn how to approach all types of decisions with a simple set of skills developed by professors from Harvard, MIT, and the University of Southern California.
Let’s face it. In this chaotic world of teams, matrix management, and horizontal organizations, it’s tougher than ever to get things done. How do you lead when you’re not the one in charge? How can you be effective when joint action is needed? You need an edge in order to reach solutions and effectively work with others.
“Packed with transformative insights, Dealmaking will help a new generation of business leaders get to yes.”—William Ury, coauthor of Getting to YesInformed by meticulous research, field experience, and classroom-tested strategies, Dealmaking offers essential insights for anyone involved in buying or selling everything from cars to corporations. Leading business scholar Guhan Subramanian provides a lively tour of both negotiation and auction theory, then takes an in-depth look at his own hybrid theory, outlining three specific strategies readers can use in complex dealmaking situations. Along the way, he examines case studies as diverse as buying a house, haggling over the rights to a TV show, and participating in the auction of a multimillion-dollar company. Based on broad research and detailed case studies, Dealmaking brings together negotiation and auction strategies for the first time, providing the jargon-free, empirically sound advice professionals need to close the deal. Originally published in hardcover under the title Negotiauctions.
Elizabeth Kopelman y Andrea KupferSchneider
“Fisher and two colleagues associated with the Harvard Negotiation Project, Harvard Law School, spell out conflict resolution techniques useful at the international level, and also in other contexts.”—Book News, Inc.
No is perhaps the most important and certainly the most powerful word in the language. Every day we find ourselves in situations where we need to say No–to people at work, at home, and in our communities–because No is the word we must use to protect ourselves and to stand up for everything and everyone that matters to us. But as we all know, the wrong No can also destroy what we most value by alienating and angering people. That’s why saying No the right way is crucial. The secret to saying No without destroying relationships lies in the art of the Positive No, a proven technique that anyone can learn. This indispensable book gives you a simple three-step method for saying a Positive No. It will show you how to assert and defend your key interests; how to make your No firm and strong; how to resist the other side’s aggression and manipulation; and how to do all this while still getting to Yes. In the end, the Positive No will help you get not just to any Yes but to the right Yes, the one that truly serves your interests. Based on William Ury’s celebrated Harvard University course for managers and professionals, The Power of a Positive No offers concrete advice and practical examples for saying No in virtually any situation. Whether you need to say No to your customer or your coworker, your employee or your CEO, your child or your spouse, you will find in this book the secret to saying No clearly, respectfully, and effectively. In today’s world of high stress and limitless choices, the pressure to give in and say Yes grows greater every day, producing overload and overwork, expanding e-mail and eroding ethics. Never has No been more needed. A Positive No has the power to profoundly transform our lives by enabling us to say Yes to what counts–our own needs, values, and priorities. Understood this way, No is the new Yes. And the Positive No may be the most valuable life skill you’ll ever learn!
Whether you are selling a house, closing a business deal, settling a divorce, arbitrating a labor dispute, or trying to hammer out an international treaty, The Art and Science of Negotiation will measurably improve you negotiating skills. This is a sophisticated book directed to lawyers, labor arbitrations, business executives, college deans, diplomats, and many other professionals. Using a vast array of specific cases and clear, helpful diagrams, Raiffa not only elucidates the step-by-step processes of negotiation but also translates this deeper understanding into practical guidelines.
“Five books in one guide you through the world of negotiations for the hand of people who have traded in the world.” Domingo Cavallo, Minister of Economy, Argentina.