gettingtoyes-1

gettingtoyes-1 - 1 Getting to YES Negotiating an agreement...

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Unformatted text preview: 1 Getting to YES Negotiating an agreement without giving in Roger Fisher and William Ury With Bruce Patton, Editor Second edition by Fisher, Ury and Patton RANDOM HOUSE BUSINESS BOOKS 2 GETTING TO YES The authors of this book have been working together since 1977. Roger Fisher teaches negotiation at Harvard Law School, where he is Williston Professor of Law and Director of the Harvard Negotiation Project. Raised in Illinois, he served in World War II with the U.S. Army Air Force, in Paris with the Marshall Plan, and in Washington, D.C., with the Department of Justice. He has also practiced law in Washington and served as a consultant to the Department of Defense. He was the originator and executive editor of the award-winning series The Advocates. He consults widely with governments, corporations, and individuals through Conflict Management, Inc., and the Conflict Management Group. William Ury, consultant, writer, and lecturer on negotiation and mediation, is Director of the Negotiation Network at Harvard University and Associate Director of the Harvard Negotiation Project. He has served as a consultant and third party in disputes ranging from the Palestinian-Israeli conflict to U.S.-Soviet arms control to intracorporate conflicts to labor- management conflict at a Kentucky coal mine. Currently, he is working on ethnic conflict in the Soviet Union and on teacher-contract negotiations in a large urban setting. Educated in Switzerland, he has degrees from Yale in Linguistics and Harvard in anthropology. Bruce Patton, Deputy Director of the Harvard Negotiation Project, is the Thaddeus R. Beal Lecturer on Law at Harvard Law School, where he teaches negotiation. A lawyer, he teaches negotiation to diplomats and corporate executives around the world and works as a negotiation consultant and mediator in international, corporate, labor-management, and family settings. Associated with the Conflict Management organizations, which he co founded in 1984, he has both graduate and undergraduate degrees from Harvard. Books by Roger Fisher International Conflict and Behavioral Science: The Craigville Papers (editor and co-author, 1964) International Conflict for Beginners (1969) Dear Israelis, Dear Arabs: A Working Approach to Peace (1972) International Crises and the Role of Law: Points of Choice (1978) International Mediation: A Working Guide; Ideas for the Practitioner (with William Ury, 1978) Improving Compliance with International Law (1981) Getting Together: Building Relationships As We Negotiate (1988) Books by William Ury Beyond the Hotline: How Crisis Control Can Prevent Nuclear War (1985) Windows of Opportunity: From Cold War to Peaceful Competition in U.S.-Soviet Relations (edited with Graham T. Allison and Bruce J. Allyn, 1989) Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict (with Jeanne M. Brett and Stephen B. Goldberg, 1988) Getting Past No: Negotiating with Difficult People (1991) 3 Contents Acknowledgments ..................................................................................................................................................4Acknowledgments ....
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This note was uploaded on 01/14/2011 for the course MBA 123 taught by Professor Barlow during the Spring '10 term at Ill. Chicago.

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gettingtoyes-1 - 1 Getting to YES Negotiating an agreement...

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