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Always seek the unfulfilled need behind the opponent's manifestation.
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Getting to Yes : Negotiating an Agreement Without Giving In
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A revised edition of a guide to winning the negotiation game. It shows the reader how to pursue his own interests and keep his adversaries happy. A few principles will guide the reader no matter what the other side does, or whatever what tricks they may resort to.
null pages, Hardcover
First published January 1,1981
This edition
- Format
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null pages, Hardcover
- Published
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January 1, 1997 by ARROW BOOKS LTD
- ISBN
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9780099248422
- ASIN
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0099248425
- Language
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English
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Rating(4 / 5.0, 100 votes)
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Read this for a course I’m taking. Great info but so dry
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I feel like I read this book at just the right time in my life—in the midst of multiple high-stakes negotiation situations with partner teams at work! Some key takeaways: focus on interests, not positions; invent clever options for mutual gain; leverage objective criteria; and, in general, listen more than you speak and ask lots of questions. It was super helpful to level-set and remind myself to focus on these principles, and I found the examples clear and good at reinforcing the content.
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Excellent Framework--
The framework of what the authors call "principled negotiation" is pretty much the same as the framework of "crucial conversations." It also meshes well with Dale Carnegie's framework of winning friends and influencing people and to some extent, Manuel J. Smith's Here Be Dragons and Stephen Covey's The Seven Habits of Highly Effective People.
It lays out a practical approach to negotiation based on independent standards of fairness. And to do this, you need to separate the people from the problem, identify interests behind positions, and work together to invent creative solutions.
I found the framework to be both practical and effective, especially where working together with those who you're negotiating with and coming up with creative solutions. Negotiation doesn't have to be a zero-some game; it can very well be win-win as long as you keep your mind open to corrections and tackled the problems together.
A good introduction on negotiation.
The framework of what the authors call "principled negotiation" is pretty much the same as the framework of "crucial conversations." It also meshes well with Dale Carnegie's framework of winning friends and influencing people and to some extent, Manuel J. Smith's Here Be Dragons and Stephen Covey's The Seven Habits of Highly Effective People.
It lays out a practical approach to negotiation based on independent standards of fairness. And to do this, you need to separate the people from the problem, identify interests behind positions, and work together to invent creative solutions.
I found the framework to be both practical and effective, especially where working together with those who you're negotiating with and coming up with creative solutions. Negotiation doesn't have to be a zero-some game; it can very well be win-win as long as you keep your mind open to corrections and tackled the problems together.
A good introduction on negotiation.
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เนื้อหาดีมากค่ะ พูดถึงเทคนิคทางจิตวิทยาของการเจรจาต่อรอง
แต่ภาษา/คำศัพท์ค่อนข้างยากสำหร���บคนที่ไม่ได้ใช้ภาษาอังกฤษเป็นภาษาหลักแบบเรา
(ไม่แน่ใจว่ามีฉบับแปลหรือยัง)
แต่ภาษา/คำศัพท์ค่อนข้างยากสำหร���บคนที่ไม่ได้ใช้ภาษาอังกฤษเป็นภาษาหลักแบบเรา
(ไม่แน่ใจว่ามีฉบับแปลหรือยัง)
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Great practical book on negotiating, with so many practical advices that will challenge your thoughts, your methods, your ideas, your approaches to conflict negotiation forever. It will not change you overnight, but it will expand your knowledge with many different examples from real-life events, with practical solutions, and with a different view on something that most of us see like a battle of will, or positional bargining where one surely wins and the other one surely looses. But what if there is a win-win posibility hiding underneath our positions. Great read!
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Бидний ерөнхийдөө мэддэг хэрэгжүүлдэг, хэрэгжүүлдэггүй зүйлүүдийг тойруулж бичжээ. Жишээлбэл
- Асуудал хувь хүн хоёрыг хооронд нь хольж хутгахгүй байх. Separate people from the problem
- Байр суурь бус ашиг сонирхлыг чухалчлах. Focus on interests, not positions
- Харилцан ашигтай байх боломжуудыг эрж хайх. Invent options for mutual gain
- Асуудлыг обьектив талаас нь харах чадвартай байх. Use objective criteria
Нээрээ Best Alternative to a Negotiated Agreement-н талаар хэд хэдэн дажгүй санаанууд бас байсан.
Би гэхдээ ном уншчихаад бараг шууд шахуу мартаад байх юм. Ямар сайндаа ингэж товчилж тэмдэглэж суухав кк.
image:
- Асуудал хувь хүн хоёрыг хооронд нь хольж хутгахгүй байх. Separate people from the problem
- Байр суурь бус ашиг сонирхлыг чухалчлах. Focus on interests, not positions
- Харилцан ашигтай байх боломжуудыг эрж хайх. Invent options for mutual gain
- Асуудлыг обьектив талаас нь харах чадвартай байх. Use objective criteria
Нээрээ Best Alternative to a Negotiated Agreement-н талаар хэд хэдэн дажгүй санаанууд бас байсан.
Би гэхдээ ном уншчихаад бараг шууд шахуу мартаад байх юм. Ямар сайндаа ингэж товчилж тэмдэглэж суухав кк.
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This is an excellent book with so much great information. It’s easy to read and understand. I love it’s focus on negotiating through principal, morality, and merit. This isn’t how to sleazily win an argument - it’s how to creatively work out differences and find the best possible solution for everyone.
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