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EXTENDED SUMMARY
GETTING TO YES
BASED ON THE BOOK BY ROGER FISHER AND WILLIAM URY
SUMMARY WRITTEN BY: QUICK READING LIBRARY
CONTENT
The Problem with Positional Bargaining
Separating People from the Problem
Focusing on Interests, Not Positions
Inventing Options for Mutual Gain
Insisting on Using Objective Criteria
What If They Are More Powerful? (Developing Your BATNA)
What If They Won't Play? (Using Negotiation Jujitsu)
What If They Use Dirty Tricks? (Taming the Hard Bargainer)
Conclusion and Key Takeaways
General Analysis
ABOUT THE ORIGINAL BOOK
"Getting to Yes," by Roger Fisher and William Ury, presents a method for principled negotiation applicable in various situations. The book argues against positional bargaining and instead advocates for a focus on interests, not positions, while emphasizing the importance of separating the people from the problem. It also encourages negotiators to invent options for mutual gain and insist on using objective criteria. The authors offer techniques to navigate challenging situations, like dealing with more powerful parties, or facing negotiators who use dirty tactics. The book introduces the concept of B.A.T.N.A, the best alternative to a negotiated agreement, as a powerful tool. Ultimately, it aims to guide readers toward wise agreements that are reached efficiently and amicably.
© 2025 Quick Reading Library (Lydbog): 9798347747559
Release date
Lydbog: 7. februar 2025
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