Publisher: Penguin (Non-Classics)
Isbn-10: 0140065342 | Isbn-13: 9780140065343 | Publish date: 27/01/1983 | Edition 1
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Getting to Yes is a straightorward, universally applicable method for negotiating personal and professional disputes without getting taken -- and without getting angry.
It offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict -- whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of Harvard Negotiation Project, a group that deal continually with all levels of negotiations and conflict resolutions from domestic to business to international, Getting to Yes tells you how to: 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, or resort to "dirty tricks"
Cinzia said on Dec 29, 2014, 17:43
KalaKuo said on May 10, 2014, 00:10
Lethal Monta said on Mar 11, 2014, 18:48
Though someone may think the content is too simple, I like these books which set out the basic techniques of the topic it covered. This book is a good guide to negotiation in general. And negotiation is so important in modern days that I think this book is worth a read. The skills like separate people from problem, focus on interest not position, finding objective criteria and alternatives are something that we need to bear in mind every time we join a negotiation.
But still, the most important thing is that we can make use of these in our lives!
Andrew Wong said on Feb 19, 2012, 16:35
Erredi said on Jul 12, 2010, 21:05
Dario Tugnolo said on Jun 07, 2010, 22:07
Questo libro, un bestseller che ha fatto scuola, presenta il concetto di “negoziato sui principi” come alternativa al classico – e meno efficace – “negoziato sulle posizioni”, offrendo una nuova tecnica utilizzabile in quasi ogni circostanza, dalle situazioni familiari e lavorative di ogni giorno alle grandi crisi internazionali. Offre consigli e spunti di riflessioni su come generalmente ci si comporta durante un negoziato e come invece sarebbe opportuno fare. Il libro è il predecessore di Beyond Machiavelli e spiega i principi che ne sono alla base, tuttavia quest’ultimo è più mirato alle questioni internazionali. “L’arte del negoziato” risulta pertanto meno interessante ma rimane un vero must per chi è interessato alla tecnica di negoziato e mediazione a tutti i livelli.
Lorenzo Nannetti said on Apr 03, 2010, 11:46
To be fair, the book was completed in 1980 and the world has changed so much. Examples quoted, especially political examples, are limited to only a few. And I'm really puzzled if the politicians have those 'principled negotiation' in mind when actually confronting the situation. It looks more like 'post-event' description.
HiHiLoLo said on Feb 08, 2010, 19:09
Bellissimo. Un libro che spiega in modo mirabile i meccanismi di persuasione e come le persone possono essere facilmente condizionate. Un testo illuminante che mi ha sedotto dalla prima all'ultima pagina.
Guido Ferrari said on Aug 25, 2009, 11:54