Summary of Getting to Yes by Roger Fisher, William Ury, and Bruce Patton | Includes Analysis
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. In those instances the agreement usually does not address the interests of both negotiators. Principled negotiations find more creative, wise outcomes to conflicts....
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Excellent review and high points of the book.
- James T Allen