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Getting to Yes: Negotiating Agreement Without Giving In

Roger Fisher and William Ury
Penguin Books, 1991
ISBN 0-14-015735-2

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Fisher and Ury's text is focused on principled negotiation where issues are decided on their merits rather than through a haggling process focused on what each side says it will or won't do. Principled negotiation shows you how to obtain what you are entitled to and still be decent. It enables you to be fair while protecting you against those whom would take advantage of your fairness.

Table of Contents:

  1. The Problem
  2. The Method
  3. Yes, But...
  4. In Conclusion
  5. Ten Questions People Ask About Getting To Yes

This book provides a concise, step-by-step, proven strategy for coming to mutually acceptable agreements. The strategy can be used successfully in any situation. It separates people from the problem, focuses on the interests of each party --not positions that they have taken, and helps the reader learn about, recognize and deal with people who are more powerful, refuse to play by the rules, or resort to dirty tricks to gain their desired objective.

This book is highly relevant to Project Managers because the majority of what they are involved in requires negotiations, whether it be for additional resources, adjusted schedules or changes to phase and project deliverables. Unlike all other strategies, if the other side learns this strategy, it does not become more difficult to use; it becomes easier.

Contributed by Tom Smith, Integrated Project Systems




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