Home | Accreditations | FAQs | Try us FREE! | Register | Submit exam | Contact us | Shopping cart
one low shipping fee. $5 any size. anytime. anywhere.
Getting to Yes
Negotiating Agreement Without Giving In
Second Edition
Roger Fisher, William L. Ury
10 CPEU or CE hours
Course: $68
Includes book & CE exam
CE exam only: $58
"Download on demand" available
Negotiating Agreement Without Giving In
Second Edition
Roger Fisher, William L. Ury
10 CPEU or CE hours
Course: $68
Includes book & CE exam
CE exam only: $58
"Download on demand" available
Description
A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken--and without getting angry. Getting to Yes offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict-whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats.
Based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution from domestic to business to international, Getting to Yes tells you how to: Separate the people from the problem Focus on interests, not positions Work together to create options that wills satisfy both parties Negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks."
Level: Basic
ISBN: 0140157352
ISBN-13: 9780140157352
Format: Paperback, 187pp P
ublisher: Penguin Group (USA)
Edition Number: 2
Publication date: 1991
Content
Preface
Acknowledgments
Introduction
Part I. The Problem
Chapter 1. Don't Bargain Over Positions
Part II. The Method
Chapter 2. Separate the People from the Problem
Chapter 3. Focus on Interests, Not Positions
Chapter 4. Invent Options for Mutual Gain
Chapter 5. Insist on Using Objective Criteria
Part III. Yes, But…
Chapter 6. What If They Are More Powerful? (Develop Your BATNA-Best Alternative To A Negotiated Agreement)
Chapter 7. What If They Won't Play? (Use Negotiation Jujitsu)
Chapter 8. What If They Use Dirty Tricks? (Taming the Hard Bargainer)
Part IV. In Conclusion
Part V. Ten Questions People Ask About Getting to Yes Analytical
Table of Contents
A Note on the Harvard Negotiation Project
Ten Questions People ask About Getting to Yes
Questions About Fairness and "Principled" Negotiation
Question 1: "Does positional bargaining ever make sense?"
Question 2: "What if the other side believes in a different standard of fairness?"
Question 3: "Should I be fair if I don't have to be?" Questions About Dealing with People
Question 4: "What do I do if the people are the problem?"
Question 5: "Should I negotiate even with terrorists or someone like Hitler? When does it makes sense not to negotiate?"
Question 6: "How should I adjust my negotiating approach to account for differences of personality, gender, culture, and so on?"
Questions about Tactics
Question 7: "How do I decide tings like 'Where should we meet?' 'Who should make the first offer?' and 'How high should I start?'
Question 8: "Concretely, how do I move from inventing options to making commitments?"
Question 9: "How do I try out these ideas without taking too much risk?"
Questions About Power
Question 10: "Can the way I negotiate really make a difference if the other side is more powerful?" And "How do I enhance my negotiating power?"
Dietetic professionals
CPE Level: 2
Suggested Commission on Dietetic Registration Learning Need Codes: It is the sole responsibility of the dietetic professional to determine the learning need code met by a course. numedix.com provides the following "suggested" codes, but the professional can deviate from them if they feel another need is met.
1000 Professional skills
1130 Verbal communication skills, presentations
7090 Human resources management, labor relations
7000 Business and management
7150 Negotiation
A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken--and without getting angry. Getting to Yes offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict-whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats.
Based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution from domestic to business to international, Getting to Yes tells you how to: Separate the people from the problem Focus on interests, not positions Work together to create options that wills satisfy both parties Negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks."
Level: Basic
ISBN: 0140157352
ISBN-13: 9780140157352
Format: Paperback, 187pp P
ublisher: Penguin Group (USA)
Edition Number: 2
Publication date: 1991
Content
Preface
Acknowledgments
Introduction
Part I. The Problem
Chapter 1. Don't Bargain Over Positions
Part II. The Method
Chapter 2. Separate the People from the Problem
Chapter 3. Focus on Interests, Not Positions
Chapter 4. Invent Options for Mutual Gain
Chapter 5. Insist on Using Objective Criteria
Part III. Yes, But…
Chapter 6. What If They Are More Powerful? (Develop Your BATNA-Best Alternative To A Negotiated Agreement)
Chapter 7. What If They Won't Play? (Use Negotiation Jujitsu)
Chapter 8. What If They Use Dirty Tricks? (Taming the Hard Bargainer)
Part IV. In Conclusion
Part V. Ten Questions People Ask About Getting to Yes Analytical
Table of Contents
A Note on the Harvard Negotiation Project
Ten Questions People ask About Getting to Yes
Questions About Fairness and "Principled" Negotiation
Question 1: "Does positional bargaining ever make sense?"
Question 2: "What if the other side believes in a different standard of fairness?"
Question 3: "Should I be fair if I don't have to be?" Questions About Dealing with People
Question 4: "What do I do if the people are the problem?"
Question 5: "Should I negotiate even with terrorists or someone like Hitler? When does it makes sense not to negotiate?"
Question 6: "How should I adjust my negotiating approach to account for differences of personality, gender, culture, and so on?"
Questions about Tactics
Question 7: "How do I decide tings like 'Where should we meet?' 'Who should make the first offer?' and 'How high should I start?'
Question 8: "Concretely, how do I move from inventing options to making commitments?"
Question 9: "How do I try out these ideas without taking too much risk?"
Questions About Power
Question 10: "Can the way I negotiate really make a difference if the other side is more powerful?" And "How do I enhance my negotiating power?"
Dietetic professionals
CPE Level: 2
Suggested Commission on Dietetic Registration Learning Need Codes: It is the sole responsibility of the dietetic professional to determine the learning need code met by a course. numedix.com provides the following "suggested" codes, but the professional can deviate from them if they feel another need is met.
1000 Professional skills
1130 Verbal communication skills, presentations
7090 Human resources management, labor relations
7000 Business and management
7150 Negotiation
Home | Accreditations | FAQs | Try us FREE! | Register | Submit exam | Contact us | Shopping cart
Copyright . numedix.com. All rights reserved.
Copyright . numedix.com. All rights reserved.
