Tuesday, 16 October 2007

33, Getting To Yes

Contents of 'Getting to Yes: Negotiating Agreement Without Giving In' (1992), Roger Fisher and William Ury

I - The Problem
1, Don't Bargain Over Positions

II - The Method
2, Separate the PEOPLE from the Problem
3, Focus on INTERESTS, Not Positions
4, Invent OPTIONS for Mutual Gain
5, Insist on Using Objective CRITERIA

III - Yes, But...
6, What If They Are More Powerful? (Develop Your BATNA - Best Alterative To a Negotiation Agreement)
7, What If They Won't Play? (Use Negotiation Jujitsu)
8, What If They Use Dirty Tricks? (Taming the Hard Bargainer)

IV - In Conclusion

V - Ten Questions People Ask About Getting To Yes

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