GettingtoYes_Negotiatinganagreementwitho.epub - (EPUB全文下载)

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Contents
About the Book
About the Authors
Also by Roger Fisher and William Ury
Title Page
Dedication
Preface to the Third Edition
Preface to the Second Edition
Acknowledgments
Introduction
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 ALTERNATIVE TO A NEGOTIATED 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
In Conclusion
V:
TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES
TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES
QUESTIONS ABOUT FAIRNESS AND “PRINCIPLED” NEGOTIATION
Question 1
: “Does positional bargaining ever
make sense?”
Question 2
: “What if the other side believes in a different standard of fairness?”
Question 3
: “Should I be fair if I don’t have to be?”
QUESTIONS ABOUT DEALING WITH PEOPLE
Question 4
: “What do I do if the people are
the problem?”
Question 5
: “Should I negotiate even with terrorists or someone like Hitler? When does it make sense not
to negotiate?”
Question 6
: “How should I adjust my negotiating approach to account for differences of personality, gender, culture, and so on?”
QUESTIONS ABOUT TACTICS
Question 7
: “How do I decide things like ‘Where should we meet?’ ‘How should we communicate?’ ‘Who should make the first offer?’ and ‘How high should I start?’”
Question 8
: “Concretely, how do I move from inventing options to making commitments?”
Question 9
: “How do I try out these ideas without taking too much risk?”
QUESTIONS ABOUT POWER
Question 10
: “Can the way I negotiate really make a difference if the other side is more powerful?” And “How do I enhance my
negotiating power?”
Analytical Table of Contents
A Note on the Harvard Negotiation Project
Copyright
About the Book
Negotiating is a way of life for the majority of us. Whether we’re at work, at home or simply going out, we want to participate in the decisions that affect us. Nowadays, hardly anyone gets through the day without a single negotiation, yet, few of us are armed with the effective, powerful negotiating skills that prevent stubborn haggling and ensure mutual problem-solving.
This book cuts through the jargon to present a few easily remembered principles that will guide you to s ............

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