Getting To Yes: Negotiating Agreement Without Giving In - 9780140065343

Plot

In the second edition of this book, the authors have kept the first edition's text complete and added an additional section, "The Ten Questions People Ask about Getting to Yes". The questions are: Does positional bargaining ever make sense; what if the other side believes in a different standard for fairness; should I be fair if I don't have to be? What do I do if other people are the problem? Should I negotiate even with terrorists or someone like Hitler? When does it make sense not to negotiate; How should I adjust my negotiating approach to account for differences of personality, gender, culture and so on; How do I decide things like 'Where should we meet?' 'Who should make the first offer?' and 'How high should I start?'; Concretely, how do I move from inventing option to making commitments; How do I try out these ideas without taking too much risk; Can the way I negotiate really make a difference if the other side is more powerful? How do I enhance my negotiating power? An analytical table of contents is included, as well as information on the Harvard Negotiation Project.