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Getting to yes negotiating agreement without giving in pdf 2025

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The document 'Getting to YES' by Roger Fisher and William Ury presents a method of principled negotiation aimed at reaching agreements without compromising relationships. It emphasizes the importance of separating people from problems, focusing on interests rather than positions, generating options for mutual gain, and using objective criteria to guide negotiations. The authors argue against positional bargaining, which often leads to unwise agreements and damaged relationships. They provide strategies for dealing with power imbalances, uncooperative parties, and tricky tactics in negotiations, advocating for a collaborative approach that seeks win-win outcomes.

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What are the 4 principles of getting to yes?

In this seminal text, Ury and Fisher present four principles for effective negotiation, including: separating people from the problem, focusing on interests rather than positions, generating a variety of options before settling on an agreement, and insisting that the agreement be based on objective criteria.

What is getting to yes negotiating an agreement without giving in Roger Fisher and William Ury with Bruce Patton editor?

Getting to Yes: Negotiating Agreement Without Giving In is a best-selling 1981 non-fiction book by Roger Fisher and William Ury. Subsequent editions in 1991 and 2011 added Bruce Patton as co-author. All of the authors were members of the Harvard Negotiation Project.

What is negotiation jujitsu in getting to yes?

Negotiation jujitsu is a set of strategies that people committed to principled negotiation can use to respond to others who insist on using positional bargaining. Like many martial arts, negotiation jujitsu is designed to divert and neutralize an opponents attack rather than resisting it with equal force.