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This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.
- Sales Rank: #322911 in Books
- Published on: 1995-08-01
- Released on: 1995-08-01
- Original language: English
- Number of items: 1
- Dimensions: 9.20" h x .50" w x 7.50" l, .66 pounds
- Binding: Paperback
- 208 pages
From the Back Cover
Based on the philosophy and advice presented in Getting to Yes - be prepared, negotiate interests not positions, understand the other side's interests, and work together - this is the tool that will help each person design the negotiating strategy that is best for him or her in any given situation. Getting Ready to Negotiate presents case studies, charts, and forms for blueprinting a personalized negotiating strategy, one that is certain to make negotiating situations more productive and profitable.
About the Author
Roger Fisher is the Samuel Williston Professor of Law Emeritus, Director of the Harvard Negotiation Project, and the founder of two consulting organizations devoted to strategic advice and negotiation training.
Most helpful customer reviews
0 of 0 people found the following review helpful.
Five Stars
By Chryslerpoet
Comprehensive work that provides useful tools.
7 of 7 people found the following review helpful.
Provides Process, Framework, and Structure
By Sandy Scott
Books like "Getting to Yes", the book on which this workbook is based, are great from a theoretical perspective, but they often leave a little to be desired when it comes to actually executing on the ideas and concepts they recommend. Unfortunately, many of them don't ever create a workbook like this that provides a process, framework, and structure to implement their ideas. "Getting Ready to Negotiate" is a great example of exactly what this kind of book has to do. I purchased the book for a particular negotiation I was preparing for and it was incredibly helpful. This, by the way, after having taken a lengthy negotiation course at business school. The way the book allowed me to structure my thoughts, evaluate the other side's perspectives, and as a result engage with them more effectively, allowed me to execute the negotiation patiently and effectively without offending the other side, nor losing any ground of my own. In the end, my negotiation led not only to better resolution, but helped the other side adjust their own policies which after my negotiation, they realized could be improved. Great book - if you buy it for just one interaction, it will be worthwhile.
10 of 11 people found the following review helpful.
Nothing new from the book, but a helpful tool with high ROI
By A. Dwivedi
Getting to Yes is an excellent book on negotiating, one that can be applied to almost any situation. For example, I've used the principles from the book in negotiations for:
- purchasing homes
- new jobs/salary/compensation
- purchasing enterprise software & business services
- purchasing media
- team/project situations
- etc.
While the workbook doesn't provide any new material, it does provide a helpful format for negotiation preparation. On any of the negotiations I listed above the book and workbook and have paid for themselves many times over.
Is it fantastic reading? No. Is it worth it's weight in gold/platinum/diamonds? Absolutely.
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