Fisher and ury explain that a good agreement is one which is wise and efficient and which improves the parties relationship wise agreements satisfy the parties interests and are fair and lasting the authors goal is to develop a method for reaching good agreements negotiations often take the form of positional bargaining. Getting to yes negotiating agreement without giving in 1981 is a nonfiction book written by roger fisher and william ury professors at harvard law school and joint directors of the harvard negotiation project which was founded in 1979 to study the principles of successful negotiation the authors and their students interviewed several successful negotiators to determine the reasons why their negotiations were effective and summarized their findings in five broad principles. Summary of getting to yes by roger fisher william ury and bruce patton includes analysis preview getting to yes by roger fisher william ury and bruce patton is a guide to using principled negotiation techniques rather than positional bargaining that makes for less successful negotiations positional bargaining occurs when two people argue over a particular concession usually reaching an arbitrary compromise. Need help with chapter 3 focus on interests not positions in roger fisher william l ury and bruce pattons getting to yes check out our revolutionary side by side summary and analysis. Analysis the authors ask what negotiators should do when the other side tries to take advantage of them most people simply accept deceptive or unfair behavior as too costly to fix others fight fire with fire by using the same nefarious tactics as their opponents but this does not work either
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