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Getting to Yes: Negotiating Agreement without Giving In (1981)

af Roger Fisher, Bruce Patton, William Ury

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MedlemmerAnmeldelserPopularitetGennemsnitlig vurderingOmtaler
4,892522,228 (3.87)12
"Since it was first published in 1981 Getting to Yes has become a central book in the Business Canon: the key text on the psychology of negotiation. Its message of "principled negotiations"--finding acceptable compromise by determining which needs are fixed and which are flexible for negotiating parties--has influenced generations of businesspeople, lawyers, educators and anyone who has sought to achieve a win-win situation in arriving at an agreement. It has sold over 8 million copies worldwide in 30 languages, and since it was first published by Penguin in 1991 (a reissue of the original addition with Bruce Patton as additional coauthor) has sold over 2.5 million copies--which places it as the #10 bestselling title overall in Penguin Books, and #3 bestselling nonfiction title overall. We have recently relicensed the rights to Getting to Yes, and will be doing a new revised edition--a 30th anniversary of the original publication and 20th of the Penguin edition. The authors will be bringing the book up to date with new material and a assessment of the legacy and achievement of Getting to Yes after three decades"--… (mere)
  1. 20
    You Can Negotiate Anything af Herb Cohen (Bill-once)
  2. 10
    Never Split the Difference: Negotiating As If Your Life Depended on It af Chris Voss (supersidvicious)
    supersidvicious: Whilst the work of Fisher, Ury and Patton is the reference for collaborative decision making, Voss goes beyond win-win goal to explain how to sketch out negotiations to win all making at the same time your counterpart satisfied using emotional intelligence.… (mere)
  3. 00
    Dealing with Difficult People : 24 lessons for Bringing Out the Best in Everyone af Rick Brinkman (Cecilturtle)
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» Se også 12 omtaler

Engelsk (47)  Portugisisk (Brasilien) (2)  Tysk (1)  Hollandsk (1)  Spansk (1)  Alle sprog (52)
Viser 1-5 af 52 (næste | vis alle)
Unfortunately, the world is full of people who still think that negotiation is a strong-man game. The one who made the least concessions wins.

This is the most fundamental, basic book to break through that view. At this point, the information in here is old-hat if you're dealing with someone who's a professional negotiator (sales, arbitration, etc) but if you hate negotiating because you just see it as an arm-wrestling competition, this is a great book to get started changing that view. ( )
  nimishg | Apr 12, 2023 |
Negotiation is a crucial life skill. For some, it’s inherent to being a part of society, especially with expensive purchases or haggling in open markets. For others (like lawyers), it composes a part of their professional skillset. Either way, most people can stand to benefit from learning more about the art of negotiation. Many negotiation guides seek to maximize gains by taking strong positions. However, as these authors point out, this strategy can hurt long-term relationships by hurting the well-being of one party. Instead, they suggest building negotiation around a mutual appreciation of fairness. This leaves relationships and reputations in tact while getting a satisfying result.

The authors make a couple of assumptions. First, most people are most afraid of being “taken” in a negotiation. They do not necessarily want to maximize their result, but rather, they mostly do not want to lose the negotiation. Second, fair standards can anchor a negotiation by framing it objectively in a proper ballpark. Instead of taking positions, parties are encouraged to do research to look for a fair result. While this decreases the likelihood of “winning big,” it increases the likelihood of a mutually satisfying agreement. (Thus, it decreases the likelihood of a “bad” agreement.)

With these goals in mind, the authors reframe the language around negotiation to help readers achieve these results. Ample examples from a variety of settings exist within this work. They coach how to deal with trying situations, like power differentials, difficult people, and adversarial tactics. They focus on long-term benefits from reputation and win-win relationships instead of just winning one contest.

Those who value the social fabric will appreciate this book’s approach. It’s goal is to get to “yes” – that is, to get to an agreement instead of dramatically maximizing the windfall. Obviously, not everyone will agree with this style of negotiation, but it has many benefits. Most of all, it encourages fairness and politeness without turning it into passivity. It’s good training (and therapy) to think through dealing with difficult negotiation tactics ahead of time. This sets the stage for real-life encounters. After reading this book, I look back on several big, past negotiations that I could have handled better. At least I’ll be more prepared for the next one. ( )
  scottjpearson | Mar 23, 2023 |
Os autores descrevem estratégias de negociação que, em teoria, permitem obter sucesso sem fazer demasiadas concessões.

A segunda parte descreve o método e a terceira parte descreve as situações específicas onde ajustes e derivações do método precisam ser aplicadas para obter um resultado satisfatório. ( )
  grfilho75 | May 31, 2021 |
I've never put much effort into negotiating. Some of the questions asked in this one are excellent ways to help a conversation move forward. For instance, after someone states what they want, asking "how did you determine that?". Diving into the how and why of someone else helps better understand where they're coming from. ( )
  adamfortuna | May 28, 2021 |
I feel like I wasted my time reading it. It dragged on for such a long time despite being very short. A lot of boring repetition and filler in place of interesting ideas. Also, if I have to read the word BANTA one more time, I might scream. ( )
  sarahlh | Mar 6, 2021 |
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Forfatter navnRolleHvilken slags forfatterVærk?Status
Fisher, Rogerprimær forfatteralle udgaverbekræftet
Patton, Brucehovedforfatteralle udgaverbekræftet
Ury, Williamhovedforfatteralle udgaverbekræftet
Grawe, SusanneFortællermedforfatternogle udgaverbekræftet
Guyer, MurphyFortællermedforfatternogle udgaverbekræftet
Heusch, PeterFortællermedforfatternogle udgaverbekræftet
Hof, WilfriedOversættermedforfatternogle udgaverbekræftet
Raith, WernerOversættermedforfatternogle udgaverbekræftet
Trummal, MartOversættermedforfatternogle udgaverbekræftet
Vaik, EviOversættermedforfatternogle udgaverbekræftet
Vasco Montoya, EloisaOversættermedforfatternogle udgaverbekræftet
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To our fathers, Walter T. Fisher and Melvin C. Ury, who by examples taught us the power of principle.
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During the last ten years negotiation as a field for academic and professional concern has grown dramatically.
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This is the revised / second edition, first published in 1991 with additional material and adding Bruce Patton as an author (instead of an editor). Please do not combine it with the original 1981 edition.
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"Since it was first published in 1981 Getting to Yes has become a central book in the Business Canon: the key text on the psychology of negotiation. Its message of "principled negotiations"--finding acceptable compromise by determining which needs are fixed and which are flexible for negotiating parties--has influenced generations of businesspeople, lawyers, educators and anyone who has sought to achieve a win-win situation in arriving at an agreement. It has sold over 8 million copies worldwide in 30 languages, and since it was first published by Penguin in 1991 (a reissue of the original addition with Bruce Patton as additional coauthor) has sold over 2.5 million copies--which places it as the #10 bestselling title overall in Penguin Books, and #3 bestselling nonfiction title overall. We have recently relicensed the rights to Getting to Yes, and will be doing a new revised edition--a 30th anniversary of the original publication and 20th of the Penguin edition. The authors will be bringing the book up to date with new material and a assessment of the legacy and achievement of Getting to Yes after three decades"--

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