Every relationship involves negotiation, and even the most red blooded litigator knows that most cases settle after an agreement is reached. This book grew out of the Harvard University Negotiation Project. The authors explore the process, and suggest a framework for principled negotiation, by
- Separating the people from the problem
- Focussing on interests not positions
- Inventing Options for Mutual Gain
- Insisting on Objective Criteria.
They go on to explore ways of dealing with variations in power, refusal to negotiate and dirty tricks.
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Title: Getting to Yes: Negotiating Agreement Without Giving In
Authors: Roger Fisher, William Ury, and Bruce Patton
Publisher: Random House