Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher

Product Description


Getting to Yes is a straightorward, universally applicable method for negotiating personal and professional disputes without getting taken -- and without getting angry.

It offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict -- whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of Harvard Negotiation Project, a group that deal continually with all levels of negotiations and conflict resolutions from domestic to business to international, Getting to Yes tells you how to:
Separate the people from the problem
Focus on interests, not positions
Work together to create opinions that will satisfy both parties
negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks"
Product Details
Amazon Sales Rank: #322 in Books
Published on: 1991-12-01
Number of items: 1
Binding: Paperback
200 pages
Editorial Reviews

Amazon.com Audiobook Review
We're constantly negotiating in our lives, whether it's convincing the kids to do their homework or settling million-dollar lawsuits. For those who need help winning these battles, Roger Fisher has developed a simple and straightforward five-step system for how to behave in negotiations. Narrated soothingly by NPR announcer Bob Edwards, Fisher adds the meaty portions of the material with a sense of playfulness. The blend of voices makes this tape easy to listen to, especially the real-life negotiating scenarios, in which negotiating examples are given. This is a must-have tape for every businessperson's car. (Running time: one hour, one cassette) --Sharon Griggins

From AudioFile
Everything in life is a negotiation. This updated edition of the bestselling classic offers well-researched advice to businesspeople hoping to increase sales and resolve conflicts. Narrator Murphy Guyer's leisurely pace and clear delivery make the material especially accessible. Additional readers dramatize problems, adding a sense of reality missing from many business manuals. The book, based on research from the Harvard Negotiation Project, offers a unique approach to conflict resolution as the authors explain how to separate problems from personal agendas, how to "increase the size of the pie" rather than making the slices smaller, and how to take the "charge" out of polarized positions. R.O. © AudioFile 2006, Portland, Maine-- Copyright © AudioFile, Portland, Maine

John Kenneth Galbraith
"This is by far the best thing I've ever read about negotiation. It is equally relevant for the individual who would like to keep his friends, property, and income and the statesman who would like to keep the peace."
Customer Reviews

Robust Recipe for Agreement
I read this book a few years ago, integrated it into my daily relations and field tested it across a range of situations. The theory is detailed, with example dialogues and tactical advise, but for me this has only been illustration. The best about this book is the changed attitudes to negotiation as a consequence of understanding it.

This is a general prescriptive theory of negotiation, which means it goes for any relationship were different interests touch. The four broad points are:

1. Separate the people from the problem
2. Focus on interests, not positions
3. Invent options for mutual gain
4. Insist on objective criteria

After you understand the examples, this is all you need to remember to be an effective negotiator. The challenge in practice is to steer the negotiation along these lines, and when successful, you get a friendly discussion about what you can easily do for the other person, with measurable results.


Fast
This book arrived in less than a week and was in the condition advertised. I was satisfied with the transaction and would purchase from this seller again.

Getting to Yes
An very good book detailing steps to take to effectively use interest-based bargaining strategies for your organization. This book is from the leading experts on this topic.

How to Negotiate Like a Child: Unleash the Little Monster Within to Get Everything You Want by Bill Adler

Product Details
Amazon Sales Rank: #702377 in Books
Published on: 2005-10-28
Number of items: 1
Binding: Hardcover
160 pages
Editorial Reviews

MarketingProfs Today e-newsletter
"a tongue-in-check but eminently practical handbook to get you what you want."

Review

"MarketingProfs Today e-newsletter: ""a tongue-in-cheek but eminently practical handbook to get you what you want.""


Library Journal: ""This droll little work will do well on public library shelves.""


The Globe and Mail (Toronto): ""The book is humorously written, fun to read -- and potentially useful in expanding your negotiating approach. But Mr. Adler stresses that getting your child to clean his or her room is beyond the scope of the book."""

The Globe and Mail (Toronto)
The book is humorously written, fun to read -- and potentially useful in expanding your negotiating approach.
Customer Reviews

Water it down with some sarcasm
Just found a book called "How to Negotiatve Like a Child: unleash the little monster within to get everything you want." (by Bill Adler, JR., NY: AMACOM, 2006). I picked up this book because the publisher was AMACOM. AMACOM surely has published lots of practical business skills books, and some of which are quite genuinely innovative, and justifiably controversial, such as "Disicpline without Punishment", "Your CEO is Your Customer" etc.



This "Negotiate like a child" book looks quite thought-provoking, but I guess I don't need to read it page to page, line by line. I am a parent by profession, and I know all about it. So, browsing it would be sufficient. However, I kind of regretted browsing it, because the many principles listed here forced me to see kid behaviors in a new, eerie way, and I dislike that. I see them strategize against me. It's awkward. It's evil. Kids are kids. They try various ways to gain what they want because they are so powerless. They have to improvise and do whatever they can. You don't call them strategies, do you? Only McKinsey does that. I have not heard enough of the song of innocence. All of a sudden, you are tuning in to the song of experience. That's way too much.



The author didn't even stop there. He applies these principles as "negotiation skills" for real negotiation with people who are so less lovely than your child, people like a bad-tempered professor. I use the word "professor" for illustration only. Most of them are cute, I think.



Whether you are going to like this book depends on how much humor you see in this book. If it is Bill Cosby writing it, I would feel everything is right. But it looks like that the humor element is downplayed to allow more room for practical use, and that's where all sorts of problems arise. Behave like kids? One doesn't have to change diapers for the negotiation partner, I hope.



But if you do take it with a sense of irony and sarcasm, you'll enjoy this book. For instance, you see the first principle for negotiation is to throw a tandrum. And there is much truth in what the author has to say: "The calm person feels as if he is the better business person, but the tantrum thrower has walked waway with the prize. ...But don't overuse this ploy, otherwise nobody will want to have lunch with you. You will run a business based on fear rather than respect. You'll mostly be known for your bad temper." This is brilliant stuff.



More interestingly, the author also offers counter startegies if your negotiation partners uses this ploy:



Enlist the support of others;
Just let the tantrumer have his rants;
Pretend the tantrum didn't happen;


I thought this one was great too. Next time some guys I work with gave me trouble, I will ask one of the younger assistants here to throw a tandrum. Roll on the floor. Stomp his or her feet, etc.



But I wouldn't try "win through cuteness" strategy. Because this would spoil all the fun. It would terminate the negotiation process too early. If old men like me try to be cute, I am sure that the negotiation partner will simply throw himself or herself out of the window in an order to escape.



This said, the author gave an impressive list of negotiation skills, some of which are conflicting, which is exactly the way things work for children, and negotiators. As Bill Bryson would say about bears in the Appalachia, sometimes a strategy saves. At another time, exactly the same strategy kills.

These negotiation tactics may be inspired by children, but they offer some real insights
Bill Adler Jr.'s How To Negotiate Like A Child: Unleash The Little Monster Within To Get Everything You Want uses the premise that kids are the best negotiators in the world to show how the qualities of determination and stubbornness might translate well to a business environment. These negotiation tactics may be inspired by children, but they offer some real insights; from using tantrums as a 'secret weapon' (if Bill Gates can do it, so can others) to changing the rules and appearing needy.

These negotiation tactics may be inspired by children, but they offer some real insights
Bill Adler Jr.'s How To Negotiate Like A Child: Unleash The Little Monster Within To Get Everything You Want uses the premise that kids are the best negotiators in the world to show how the qualities of determination and stubbornness might translate well to a business environment. These negotiation tactics may be inspired by children, but they offer some real insights; from using tantrums as a 'secret weapon' (if Bill Gates can do it, so can others) to changing the rules and appearing needy.

Negotiate to Win: The 21 Rules for Successful Negotiating by Jim Thomas

Product Description


Discover the Power
Of Better Negotiating

Negotiation is one skill everyone needs in order to get more of what they want -- to sell more, to keep costs down, to manage better, to strengthen relationships -- to win! Thomas shows you exactly how the best negotiators reach long-lasting positive solutions that build profits, performance, and relationships.

This indispensable guide covers all you'll ever need to know about negotiating, including:
The 21 rules of successful negotiating -- and how to defend against them!
"Quickies" -- specific tips on how to successfully negotiate with bosses, children, car dealers, contractors, auto mechanics, and many others
Why Americans are among the worst negotiators on Earth
How to overcome your natural reluctance to bargain
Why win-win negotiating is so vital
How to thoroughly prepare for your negotiations
How to deal with counterparts who intimidate or harass you
How to negotiate ethically -- and deal with those who don't
How to negotiate more successfully across cultural lines
Thomas's Truisms -- 50 memorable negotiating maxims
The psychology of negotiating, historical illustrations, day-to-day applications, and much, much more!
Product Details
Amazon Sales Rank: #155360 in Books
Published on: 2005-09-01
Released on: 2005-09-06
Number of items: 1
Binding: Hardcover
320 pages
Editorial Reviews

From Booklist
Americans as a whole are really bad at negotiating. We find haggling to be beneath us and we're uncomfortable with it, yet we feel cheated when we don't get the best deal possible. World-class negotiator, author, and attorney Thomas takes his cues from cultures where negotiating is celebrated as an art. While India or the Middle East may come to mind, when it comes to masters of negotiation, Japan tops the list. Thomas explains that the American way of logic and reasoning is persuasion, not negotiation, and you can persuade until you're blue in the face and still get nowhere. The art of negotiation is allowing your counterpart (don't think of them as your "opponent") to save face, which means always giving some concessions to get what you really want. "Beating" your colleague is not a way to create long-term relationships, but a "win-win" solution is. Thomas presents 21 powerful rules of negotiating, plus gives "Quickies," specific tips on how to negotiate with your boss, spouse, child, car dealer, contractor, and more. Inspiring. David Siegfried
Copyright © American Library Association. All rights reserved

June Blocklin, Vice Chairman, Young & Rubicam
"...The only negotiating book you'll ever need. It's required reading for anyone who wants the edge in negotiating."

Mike Matz, Executive Director, Campaign for America's Wilderness
"Jim Thomas offers keenly practical guidance on how folks like you and me can become successful negotiators."
Customer Reviews

Very Solid and Practical Advice
Negotiate to Win by Jim Thomas is an excellent book for anyone in the business world that would like to brush up on their negotiating skills. The advice is practical and easy to follow -- no fancy formulas or slick acronyms here. Jim's ideas are based on real world experience; not just academic research. Whether you are buying or selling, this book will help you improve your negotiating approach and tactical skills. Every time I read the book a new idea pops that helps me negotiate better deals.

A must read!

A High Quality Book
According to Kurt Lewin, "There is nothing as practical as a good theory". This is an apt comment in reference to Jim Thomas's book "Negotiate to Win: The 21 Rules for Successful Negotiating". The author methodically and clearly explained his 21 rules for successful negotiations in a readable and humorous manner, in a way that readers can easily implement them.

Jim Thomas stresses the need for win-win negotiations and how to achieve them. When carrying out effective negotiations is spelled out as clearly and cogently as they are in this book, their application to the complex world of negotiations becomes self-evident. The author does a good job of presenting the negotiation process in an easy to read and understand manner that is both useful and practical to all those that are interested in achieving successful and effective negotiations. Novices will be provided a path whilst the seasoned practitioners will find affirmation.

While the book is an excellent guide for people involved in negotiations in the corporate world, it is also a valuable resource in the home and other scenarios.

A very handy and usable guide to negotiating
Many of the tips in the book sound familiar from the other books on negotiating I've read. However, the author here does a good job in making a very readable guide as well as does a good job in explaining why the tip works. He also highlights particular pitfalls that await the unwary.

The author mentions early on that he is trying to add some humor into the work and apologizes, in advance, if we find it offensive. Nothing really stood out as offensive, but some jokes don't seem to fit with the principle he was explaining.

The tips are easy to remember, but as with all skills, the reader needs to practice these. The book is more than clear in explaining what and how to do it. I plan on using some of these myself.

The author points out that the bottom line is sometimes the bottom line. I never really thought about this, but it fits with the notion of win-win negotiating. We have to remember that most of our negotiations have an ongoing relationship component.

The back provides some tips on negotiating for a car or home. These are the most common negotiations we get into.

I would recommend this book to anyone wanting to brush up their negotiating skills. This is a skill that will help you at work or at home.