Getting to Yes: Negotiation Agreement without Giving In. (2nd Ed) Written by Roger Fisher, William Ury, and Bruce Patton.

This book is about negotiations and is based on the Harvard Negotiation Project. This is indite in APA format.

Getting to Yes: Negotiating Agreement Without fine-looking In

In cooperation, Roger Fisher, William Ury, and Bruce Patton authored the book, Getting to Yes: Negotiating Agreement Without Giving In, to educate readers on how to become better, more effective negotiators. They scrawl with describing their four principles for effective negotiation: mint, Interests, Options, and Criteria. In addition, they describe threesome common obstacles to negotiation - when the opposite party is more powerful, what if they wont play, and when the opposite party uses dirty tricks - and discuss ways to overcome those obstacles. They as well as emphasize that all four negotiation principles should be use throughout all three phases of the negotiation process: analysis, planning, and discussion.

Separating People and Issues

The first principle is to separate the state from the issues. People feed to take positions on a matter and become in person involved in their positions. Thus, they tend to take responses to the issues as ad hominem attacks. The three main reasons why people do that, check to Fisher and Ury, are emotions, communication (or lack thereof), and different perceptions of the problem. Separating people from the issues allows the parties involved to address the issues without damaging their relationship.

Focus on Interests, Not Positions

Rather than concentrate on positions, a good agreement focuses on the parties cares. When a problem is addressed by focusing on the underlie interests, it is more likely that a solution will be found that satisfies both parties. Determining what these interests are can be accomplished by asking questions such as, Why is this an interest to them? and/or Why is this not of interest to them? In other words, try to view things from the other...

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