negotiating 1 - Getting to Yes Negotiating Agreement...

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Getting to Yes – Negotiating Agreement Without Giving In Introduction Principled negotiation – decide issues on their merits rather than through a haggling process focused on what each side says it will and won’t do; look for mutual gains whenever possible, and that where interests conflict, insist that the result be based on some fair standards independent of the will of either side; hard on merits, soft on people (xviii) Chapter 1 – problems that arise in using the standard strategies of positional bargaining Chapters 2-5 – lay out four principles of principled negotiation Chapters 6-8 – answer the questions most commonly asked about the method I. The Problem Chapter 1 – Don’t Bargain Over Positions People routinely engage in positional bargaining . Each side takes a position, argues for it, and makes concessions to reach a compromise (3) Any method of negotiation should be judged by three criteria It should produce a wise agreement if agreement is possible
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This note was uploaded on 04/18/2008 for the course BUS 350 taught by Professor Johnson during the Spring '08 term at Miami University.

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negotiating 1 - Getting to Yes Negotiating Agreement...

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