- separate the people from the problem;
- focus on interests rather than positions;
- generate a variety of options before settling on an agreement;
- insist that the agreement be based on objective criteria.
How do I get to the yes in negotiation book?
- Separate the people from the problem;
- Focus on interests, not positions;
- Work together to create options that will satisfy both parties; and.
- Negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to “dirty tricks.”
What are the 5 rules of negotiation?
- 1) SHUT UP and Listen :
- 2) Be willing to Walk Away.
- 3) Shift the Focus Light.
- 4) Do Not take it Personally.
- 5) Do Your Homework.
What are the principles of the Getting to Yes Model?
In this seminal text, Ury and Fisher present four principles for effective negotiation, including: separating people from the problem, focusing on interests rather than positions, generating a variety of options before settling on an agreement, and insisting that the agreement be based on objective criteria.
How many pages is getting to yes book?
Author Roger Fisher and William Ury; and Bruce Patton in 2nd and 3rd editions
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Media type Print, e-book
Pages 200 pp.
ISBN 978-0-395-31757-0
OCLC 7575986
How many editions of Getting to Yes are there?
All three editions of the book provide answers to three questions about the method of principled negotiation. The second and third editions answer ten other questions about negotiation.
How do you negotiate without giving in?
separate the people from the problem. focus on interests, not positions. work together to create opinions that will satisfy both parties. negotiate successfully with people who are more powerful, refuse to play by the rules, and/or resort to “dirty tricks”
Is getting to yes a good book?
“Getting to YES has an unrivaled place in the literature of dispute resolution. No other book in the field comes close to its impact on the way practitioners, teachers, researchers, and the public approach negotiation.” “Getting to YES is powerful, incisive, persuasive. Not a bag of tricks but an overall approach.
How do you get to yes?
- separate the people from the problem.
- focus on interests, not positions.
- work together to create opinions that will satisfy both parties.
- negotiate successfully with people who are more powerful, refuse to play by the rules, and/or resort to “dirty tricks”
What is objective criteria Getting to Yes?
Like criteria used to settle conflicting interests, procedures written into a negotiated agreement are fair and objective when they do not arbitrarily favor anyone over anyone else and are acceptable to all parties involved. They should be reciprocal, meaning it does not matter who is on what side.