Getting to Yes

In: Other Topics

Submitted By babyxinh23
Words 58279
Pages 234
Getting to YES
Negotiating an agreement without giving in

Roger Fisher and William Ury
With Bruce Patton, Editor Second edition by Fisher, Ury and Patton
RANDOM HOUSE BUSINESS BOOKS
1

GETTING TO YES The authors of this book have been working together since 1977. Roger Fisher teaches negotiation at Harvard Law School, where he is Williston Professor of Law and Director of the Harvard Negotiation Project. Raised in Illinois, he served in World War II with the U.S. Army Air Force, in Paris with the Marshall Plan, and in Washington, D.C., with the Department of Justice. He has also practiced law in Washington and served as a consultant to the Department of Defense. He was the originator and executive editor of the award-winning series The Advocates. He consults widely with governments, corporations, and individuals through Conflict Management, Inc., and the Conflict Management Group. William Ury, consultant, writer, and lecturer on negotiation and mediation, is Director of the Negotiation Network at Harvard University and Associate Director of the Harvard Negotiation Project. He has served as a consultant and third party in disputes ranging from the Palestinian-Israeli conflict to U.S.-Soviet arms control to intracorporate conflicts to labormanagement conflict at a Kentucky coal mine. Currently, he is working on ethnic conflict in the Soviet Union and on teacher-contract negotiations in a large urban setting. Educated in Switzerland, he has degrees from Yale in Linguistics and Harvard in anthropology. Bruce Patton, Deputy Director of the Harvard Negotiation Project, is the Thaddeus R. Beal Lecturer on Law at Harvard Law School, where he teaches negotiation. A lawyer, he teaches negotiation to diplomats and corporate executives around the world and works as a negotiation consultant and mediator in international, corporate, labor-management, and family settings.…...

Similar Documents

Getting

...of the myth. This is the case because the “truth” of an IR myth depends as much on how empirical evidence is organized into a coherent story about international politics as it does on the evidence alone. This is a central problem with how critical theory is usually practiced in the discipline of international relations. International Relations Theory takes this problem seriously. How it takes it seriously is by shifting its analytical emphasis away from looking for “empirical evidence” to support the “truth” of an IR myth toward an investigation of the organization of “the facts” that make an IR story about international politics appear to be true. Doing critical IR theory in this way means we have to suspend our usual preoccupation with getting to the “real truth” about an IR myth, tradition, or theory and ask instead, “What makes a particular story about international politics appear to be true?” Or, to put it somewhat differently, “how does the ‘truth’ function in a particular IR myth?” It is not accidental that this book as my answer to how to teach IR theory better should focus on stories and how they are told. If the world is made up of “facts” and stories that organize those “facts,” then there is no more important skill to pass on to students than to make them better readers and writers of stories, better interpreters of not just “the facts” but of the organization of “the facts.” With this in mind, International Relations Theory does not try to be a comprehensive......

Words: 74303 - Pages: 298

Getting to Ye

...sGetting to YES Negotiating an agreement without giving in Roger Fisher and William Ury With Bruce Patton, Editor Second edition by Fisher, Ury and Patton RANDOM HOUSE BUSINESS BOOKS 1 GETTING TO YES The authors of this book have been working together since 1977. Roger Fisher teaches negotiation at Harvard Law School, where he is Williston Professor of Law and Director of the Harvard Negotiation Project. Raised in Illinois, he served in World War II with the U.S. Army Air Force, in Paris with the Marshall Plan, and in Washington, D.C., with the Department of Justice. He has also practiced law in Washington and served as a consultant to the Department of Defense. He was the originator and executive editor of the award-winning series The Advocates. He consults widely with governments, corporations, and individuals through Conflict Management, Inc., and the Conflict Management Group. William Ury, consultant, writer, and lecturer on negotiation and mediation, is Director of the Negotiation Network at Harvard University and Associate Director of the Harvard Negotiation Project. He has served as a consultant and third party in disputes ranging from the Palestinian-Israeli conflict to U.S.-Soviet arms control to intracorporate conflicts to labormanagement conflict at a Kentucky coal mine. Currently, he is working on ethnic conflict in the Soviet Union and on teacher-contract negotiations in a large urban setting. Educated in Switzerland, he has degrees from Yale in......

Words: 58279 - Pages: 234

Getting to Yes

...“Getting To Yes” is an excellent book that is very easy to read. Every chapter has some excellent points that can always help negotiate an agreement without giving in completely. I am a manager of a directional drilling company in Midland. I have 39 employees that are under me. By reading this book it has given me plenty of tools to talk to my guys in situations where both of us need to compromise to get what we want. The first chapter talks about not bargaining over positions. Most people negotiate by staking out extreme positions in the beginning and then negotiating towards a middle ground compromise. This is a bad idea because right from the start both sides are committed to their position and will defend it to the end. This chapter talks about a new way of negotiation by negotiation on the merits. This is where you separate the people from the problem and focus on the interests not the positions. Then you invent mutual options for personal gain and insist that the results be based on some standard. The next section I enjoyed talks about separating the people from the problem. When negotiating you must make sure that both sides are involved in the negotiations at every state so they will know what is coming in the deal so the feel like they are making the decision and not being dictated to. When my employees come to me for a problem I have learned to talk it out with them and try to make them see it from my side as well. This has really helped because......

Words: 864 - Pages: 4

Yes Bankss

...YES BANK: Changing the rules of the game” Table of Contents Not just another “ME TOO” 3 History and evolution of banking reforms 4 “Differentiating” is the name of the game 6 Technology 8 Human Capital ' a strategic asset 8 A Successful Market Entry 10 Outlook 11 Promotion 11 Growth Story 11 EXHIBITS 13 References 18 “One of the strengths and differentiating features of Yes Bank is its knowledge banking approach. Our approach is service oriented; we offer what is missing in the market place. We offer choice and convenience to customers.” - Rana Kapoor, Late founder, Yes Bank (Source: “Wireless Banking getting nod”, www.Intel.com./casestudies/yes_bank.pdf) Not just another “ME TOO” It was December of 2006 when businessworld rated Yes Bank as the third largest bank in a survey that included both public and private sector banks. This was not the only award the bank got. It has received a number of accolades since its inception in 2004. Considering a late entry in a industry where all others have a prominent set up in the market and the skepticism it faced from the experts on the announcement of entering into this overcrowded market. The bank differentiated itself from what they called “knowledge banking approach” which has a huge emphasis on technology and human resource. The knowledge banking concept was the main differentiator and using this approach they were planning to give specialized services......

Words: 427 - Pages: 2

Say Yes!

...SSay YES! SugarDreams Characters: Kwon Yuri Hwang Tiffany Jung Jessica Kim Taeyon SNSD: Seo, Soo, Yoon, Hyo, Sun :) Description What if.. You fell inlove with your LOOOOONG time bestfriend? Even though she already has a lover? Are you brave enough to say it? Or just hide it because of the fear of getting rejected? Chapter 1 TIFFANY's POV   Yuri-ah! Where are you? You're late?   I texted her like a gazillion times but i haven't received a reply.   So I walked through the streets hoping she's any where near. I looked up my watch.   "Oh my gosh! The show's about to start in 10 mins.!"   If i know she's been at the bar again or dating some bad a** girls who only want her just because she's pretty, beautiful and rich. And incredibly hot. She always brags about it. But they don't love Yuri. What's real in her. If only she could see me. Ugh. What am I saying? I'm her friend I shouldn't thnk anything like this.   Someone touched my leg.   "Aaaaaaaah!"   "Hey Fany! What are you doing huh? Over thinking again?"   "Uhm.. No.. Aish.. Where have you been? Where almost late! Everyone's been looking for you. Come on!" "Yeah yeah. Mianhae"   Then she kissed me lightly on my cheek. I think i blushed a bright pink. She always does this to me but why... She suddenly grabbed my hand breaking me away from my thoughts. "Yah! Stop overthinking! Do it again later!" ------------- "Wew! Thank God it's......

Words: 2831 - Pages: 12

Yes Bank

...any CRM solution,” says Sharma. And from those priorities was born the concept of the Yes Bank Collaborative CRM (YCCRM). But Sharma’s in-house YCCRM wasn’t satisfied with just fulfilling these needs. Sharma felt that customer feedback was vital, and that the bank needed to embrace its customers. “The difference was collaboration. We wanted to make it collaborative by making the customer part of the system. We were keen on empowering the customer to share his ideas and feedback. The system has two logical separation models: a pre-acquisition and a post-acquisition service cycle for customers,” explains Sharma. It took six to eight months to develop and implement the solution in the first branch. The YCCRM banks very heavily on employee collaboration. “Information lying in islands, without being shared across, is of no use at all. Internal collaboration adds a productive edge to the information we capture,” says Sharma. The customer information captured in the YCCRM is mapped to blog-like entries made by employees. These entries include ideas, suggestions, and perceptions of the REAL CIO WORLD | j a n u a r y 1 5 , 2 0 0 9 35 Open to Collaboration 34 j a n u a r y 1 5 , 2 0 0 9 | REAL CIO WORLD IllUStratIo n by an Il t In tough economic times, when money is dear and customers dearer, the lack of a CRM system can play spoil sport. With its expanding business and growing customer base, YES Bank knew it was time to join hands with an in-house collaborative CRM solution......

Words: 2208 - Pages: 9

Yes Men

...Change Proposals.) The Chamber feels that the benefits of this bill are unproven and that the U.S. economy cannot afford the financial effects that this bill, with its regulations, will bring on the American consumer, workers, and businesses. Briefly define the Yes Men, and discuss in what ways, if any, beliefs, attitudes, and values play into or relate to the Yes Men’s formation and tactic. The Yes Men consider themselves to be activist that exposes what they find to be the wrong doings of large companies. The Yes Men are Andy Bichlbaum and Mike Bonanno. They have developed a network of likeminded individuals that attempt to raise awareness about social issues that they consider to be a problem in society. They have impersonated corporate officials to give the media something they consider to be important to write about. They feel that they are helping society with their actions by exposing illegal or irresponsible activity that these large corporations are doing. They consider themselves crime fighters. Do you agree or disagree with the tactics of the Yes Men? What concepts from class and textbook readings thus far, particularly those in Chs. 3 and 4, support your position? While I find the hijinks of the Yes Men wildly entertaining I don’t really believe exposure by deception is necessarily the right way to go about it. Although I may not agree with their tactics they have certainly found a creative way to influence public opinion of the corporations they’ve......

Words: 818 - Pages: 4

In the Life of Yes

...Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes? Yes?......

Words: 400 - Pages: 2

Yes Yes Yes

...(p. 113). This cannot be said enough. A common analogy when giving lectures is that, “you tell them what you’re going to tell them, actually tell them, and finally tell them what you told them.” After all, no matter how simple the message is, if it isn’t conveyed in an understandable matter then the meaning will be lost. This is especially true within the context of organizations. The functions of communication within an organization are vital to its success. Control of the communication is one initial stage in the process. This can flow upward, downward or laterally in the organizational setting. Motivation of communication relates to why/what the individual is seeking clarification for. It could be for receiving, assigning, or getting more details about a task. Very often emotion can be heard in communication. Certainly this may be the case with oral communication, yet often if properly conveyed this can be seen in written and nonverbal communications. A particular stress can be put on written communications as businesses increasingly rely on e-mail as a communication tool. Other important factors to consider when communicating are culture, gender and language. All factor into clearly sending a message and can be barriers to communicating the message. When sending a message, the source must pay careful attention to tailoring the message “so it will be seen more favorably,” or filtering (p. 123). Information overload is another barrier to communication. A......

Words: 3471 - Pages: 14

Yes or No

...Yes or No Did communism threaten America’s internal security after World War II (WWII)? Some say yes, and some say no. In this article of Taking Sides John Earl Haynes and Harvey Klehr, both history professors, claim that during the “Venona Project” of WWII the code-breakers of the U.S. army revealed a troubling number of U.S. government officials who were passing on secret information on to the Soviet Union and completely spoiled American comforts (Issue Summary). One of the officials that were caught was Harry White. Being one of the most powerful officials in the U.S. Treasury Department, White warned the KGB on how the diplomatic strategy of America could be upset. Another official that was caught was Lauchlin Currie. Currie was President Franklin Roosevelt’s most trusted assistants. He told the KGB about the investigation that the FBI had started on one of the Soviets’ American agents, Gregory Silvermaster. After acquiring this information this made it easy for Silvermaster to get out of dodge of the FBI and continue spying. Also, during the Manhattan Project, Klus Fuchs and Theodore Hall, both physicists, and technician David Greenglass transferred the compound formula for extracting bomb-grade uranium from ordinary uranium, the plans for production facilities, and the engineering principles for the “implosion” technique, which made the use of a plutonium using atomic bomb possible (Haynes, Klehr). Haynes and Klehr stated that, “Americans worried that a communist......

Words: 687 - Pages: 3

Getting to Yes

...Getting to Yes With no doubt, Getting to Yes by Roger Fisher and William Ury, could be considered one of the most influential and valuable classic books to have on your shelf. Its importance to the negotiation theory and practice is appreciated by millions of people who, by reading and analyzing this book, hope to become more efficient negotiators. I considered myself to be a part of the group that wants to, as William Ury said, take the walk from “no” to “yes”. In the proceeding paragraphs I will present my analysis of Getting to Yes and how I absorbed the essential ideas and skills used for effective negotiation. Early in the book, the readers are introduced to some concepts and mistakes that are commonly practiced by inexperienced and ineffective negotiators. These poor negotiators promote positional bargaining. The main idea that can be extracted is that we should strongly avoid bargaining over a position, whether it is over family, contracts or even peace treaties amongst nations. Positional bargaining is directly correlated to the fact that negotiations fail, because negotiators assume either too hard or too soft positions. The authors in this book explain to us that a good agreement is a wise agreement, one that is efficient, one that improves the relationship between the negotiators, ultimately producing a win-win agreement. A negotiator must take a position that is neither hard nor soft; but instead, should take an alternative approach. This is the type of......

Words: 1375 - Pages: 6

"Getting to Yes" Report

...Negotiations Getting to Yes is about improving your negotiation skills. First, it goes through the disadvantages of the classic positional negotiating tactic that involves taking a stance and slowly reaching an agreement after each party makes multiple concessions often ending with less than anyone wants and a poor relationship between parties. After that, it discusses principled negotiation which, in short, is focused on separating the people from the problem, focusing on the interests of the parties and not their positions, inventing multiple options that look for mutual gains through brainstorming activities, and basing the end result on objective standards. This is the bulk of the book and there are many examples ranging from insurance adjusters to Middle Eastern treaties. After the in depth explanation of principled negotiation, the last part of the book describes many situations where the other party is using tricky tactics, won’t cooperate, or have a much better bargaining position than you. There are methods discussed to try to lead the negotiation in the direction you want, creating a BATNA, or diffusing the tricky method by calling it out. Overall, this book did not guarantee that this method will win every negotiation, but it will allow you a much greater chance to efficiently go through a negotiation and end up with more than you would have gotten not using this method. After reading this book, I have noticed that for the most part I understood and easily......

Words: 1108 - Pages: 5

Getting to Yes

...Getting to YES Negotiating an agreement without giving in Roger Fisher and William Ury With Bruce Patton, Editor Second edition by Fisher, Ury and Patton RANDOM HOUSE BUSINESS BOOKS 1 GETTING TO YES The authors of this book have been working together since 1977. Roger Fisher teaches negotiation at Harvard Law School, where he is Williston Professor of Law and Director of the Harvard Negotiation Project. Raised in Illinois, he served in World War II with the U.S. Army Air Force, in Paris with the Marshall Plan, and in Washington, D.C., with the Department of Justice. He has also practiced law in Washington and served as a consultant to the Department of Defense. He was the originator and executive editor of the award-winning series The Advocates. He consults widely with governments, corporations, and individuals through Conflict Management, Inc., and the Conflict Management Group. William Ury, consultant, writer, and lecturer on negotiation and mediation, is Director of the Negotiation Network at Harvard University and Associate Director of the Harvard Negotiation Project. He has served as a consultant and third party in disputes ranging from the Palestinian-Israeli conflict to U.S.-Soviet arms control to intracorporate conflicts to labormanagement conflict at a Kentucky coal mine. Currently, he is working on ethnic conflict in the Soviet Union and on teacher-contract negotiations in a large urban setting. Educated in Switzerland, he has degrees......

Words: 58279 - Pages: 234

Getting to Yes

...Getting to YES Negotiating an agreement without giving in Roger Fisher and William Ury With Bruce Patton, Editor Second edition by Fisher, Ury and Patton RANDOM HOUSE BUSINESS BOOKS 1 GETTING TO YES The authors of this book have been working together since 1977. Roger Fisher teaches negotiation at Harvard Law School, where he is Williston Professor of Law and Director of the Harvard Negotiation Project. Raised in Illinois, he served in World War II with the U.S. Army Air Force, in Paris with the Marshall Plan, and in Washington, D.C., with the Department of Justice. He has also practiced law in Washington and served as a consultant to the Department of Defense. He was the originator and executive editor of the award-winning series The Advocates. He consults widely with governments, corporations, and individuals through Conflict Management, Inc., and the Conflict Management Group. William Ury, consultant, writer, and lecturer on negotiation and mediation, is Director of the Negotiation Network at Harvard University and Associate Director of the Harvard Negotiation Project. He has served as a consultant and third party in disputes ranging from the Palestinian-Israeli conflict to U.S.-Soviet arms control to intracorporate conflicts to labormanagement conflict at a Kentucky coal mine. Currently, he is working on ethnic conflict in the Soviet Union and on teacher-contract negotiations in a large urban setting. Educated in Switzerland, he has degrees from Yale in Linguistics and...

Words: 58279 - Pages: 234

Yes Yes to Yes

...long time.” Renee forced a polite smile. “I'm sure it won't be long for you.” Mrs. Rivas was the manipulator in the ward; everyone knew that her attempts were merely gestures, but the aides wearily paid attention to her lest she succeed accidentally. “Ha. They wish I'd leave. You know what kind of liability they face if you die while you're on status?” “Yes, I know.” “That's all they're worried about, you can tell. Always their liability-” Renee tuned out and returned her attention to the window, watching a contrail extrude itself across the sky. “Mrs. Norwood?” a nurse called. “Your husband's here.” Renee gave Mrs. Rivas another polite smile and left. 1b Carl signed his name yet another time, and finally the nurses took away the forms for processing. He remembered when he had brought Renee in to be admitted, and thought of all the stock questions at the first interview. He had answered them all stoically. “Yes, she's a professor of mathematics. You can find her in Who's Who.” “No, I'm in biology.” And: “I had left behind a box of slides that I needed.” “No, she couldn't have known.” And, just as expected: “Yes, I have. It was about twenty years ago, when I was a grad student.” “No, I tried jumping.” “No, Renee and I didn't know each other then.” And on and on. Now they were convinced that he was competent and supportive, and were ready to release Renee into an outpatient treatment program. Looking back, Carl was surprised in an abstracted way. Except......

Words: 5735 - Pages: 23

Temple Run 2 mod apk latest | Web Video Cast Browser to TV v4.1.4 Build 762 APK | Kung-Fu Yoga