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HomeBooks, Movies and MusicArt & HumanitiesPsychologyGetting to Yes: Negotiating Agreement Without Giving In by Roger Fisher (Author), William L. Ury (Author), Bruce Patton (Author)
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Books Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher (Author), William L. Ury (Author), Bruce Patton (Author)
Brand: Books | Similar products from Books
KSh 1,490
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"Getting to Yes: Negotiating Agreement Without Giving In" by Roger Fisher, William Ury, and Bruce Patton is a foundational book on principled negotiation that provides practical tools for reaching mutually satisfactory agreements without damaging relationships or compromising integrity.
The book revolves around four key principles:
Separate the people from the problem: Address interpersonal issues separately from the substantive issues, maintaining respect and understanding to prevent personal conflicts from derailing negotiations.
Focus on interests, not positions: Look beyond stated demands to understand underlying needs and concerns, allowing for creative solutions that satisfy both parties.
Invent options for mutual gain: Brainstorm multiple possibilities early, seeking win-win outcomes rather than seeing negotiation as a zero-sum contest.
Insist on using objective criteria: Base agreements on fair, independent standards like market value or expert opinion, rather than power or pressure.
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The authors also discuss common obstacles, such as negotiating hardline positions or reacting defensively, and offer strategies like “negotiation jujitsu” to redirect conflict constructively. Emphasis is placed on communication, listening, and maintaining a collaborative spirit even under pressure.
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1 BOOK
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- SKU: BO086BM5ZJ97WNAFAMZ
- GTIN Barcode: 09780140157352
- Weight (kg): 0.1
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Books Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher (Author), William L. Ury (Author), Bruce Patton (Author)
KSh 1,490
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