GettingtoYes-ROGER,FISHER.pdf
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GettingtoYes-ROGER,FISHER.pdf
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TableofContentsTitlePageCopyrightPageDedicationPrefacetotheSecondEditionAcknowledgementsIntroductionITHEPROBLEM1DontBargainOverPositionsIITHEMETHOD2SeparatethePeoplefromtheProblem3FocusonInterests,NotPositions4InventOptionsforMutualGain5InsistonUsingObjectiveCriteriaIIIYES,BUT.6WhatIfTheyAreMorePowerful?
-(DevelopYourBATNA-BestAlternativeToa.7WhatIfTheyWontPlay?
-(UseNegotiationjujitsu)8WhatIfTheyUseDirtyTricks?
-(TamingtheHardBargainer)IVINCONCLUSIONInConclusionVTENQUESTIONSPEOPLEASKABOUTGETTINGTOYESTenQuestionsPeopleAskAboutGettingtoYESANoteontheHarvardNegotiationProjectFORTHEBESTINPAPERBACKS,LOOKFORTHEPraiseforGettingtoYES“GettingtoYEShasanunrivaledplaceintheliteratureofdisputeresolution.Nootherbookinthefieldcomesclosetoitsimpactonthewaypractitioners,teachers,researchers,andthepublicapproachnegotiation.”NationalInstituteforDisputeResolutionForum“GettingtoYESisahighlyreadableandpracticalprimeronthefundamentalsofnegotiation.Allofus,asnegotiatorsdealingwithpersonal,community,andbusinessproblems,needtoimproveourskillsinconflictresolutionandagreementmaking.Thisconcisevolumeisthebestplacetobegin.”JohnT.Dunlop“Thissplendidbookwillhelpturnadversarialbattlingintohardheadedproblemsolving.”AverellHarriman“GettingtoYESisahighlyreadable,uncomplicatedguidetoresolvingconflictsofeveryimaginabledimension.Itteachesyouhowtowinwithoutcompromisingfriendships.IwishIhadwrittenit!
”AnnLanders“GettingtoYESispowerful,incisive,persuasive.Notabagoftricksbutanoverallapproach.Perhapsthemostusefulbookyouwilleverread.”ElliotRichardson“Simplebutpowerfulideasthathavealreadymadeacontributionattheinternationallevelareheremadeavailabletoall.Excellentadviceonhowtoapproachanegotiatingproblem.”CyrusVancePENGUINBOOKSGettingtoYESTheauthorsofthisbookhavebeenworkingtogethersince1977.RogerFisherteachesnegotiationatHarvardLawSchool,whereheisWillistonProfessorofLawEmeritusanddirectoroftheHarvardNegotiationProject.RaisedinIllinois,heservedinWorldWarIIwiththeU.S.ArmyAirForce,inPariswiththeMarshallPlan,andinWashington,D.C.,withtheDepartmentofJustice.HehasalsopracticedlawinWashingtonandservedasaconsultanttotheDepartmentofDefense.Hewastheoriginatorandexecutiveeditoroftheaward-winningtelevisionseriesTheAdvocates.Heconsultswidelywithgovernments,corporations,andindividualsthroughConflictManagement,Inc.,andtheConflictManagementGroupofCambridge,Massachusetts.WilliamUryco-foundedHarvardsProgramonNegotiation,wherehedirectstheNegotiationNetwork.HehasservedasamediatorandadvisorinnegotiationsandnowservesasanadvisortotheInternationalNegotiationNetworkattheCarterCenterofEmoryUniversity.FormerlyonthefacultyofHarvardBusinessSchool,Uryhastaughtnegotiationtocorporateexecutives,laborleaders,andgovernmentofficialsaroundtheworld.HehasalsoservedasaconsultanttotheWhiteHouseonestablishingnuclearriskreductioncentersinWashingtonandMoscow.UrysmostrecentbookisGettingPastNo:
NegotiatingwithDifficultPeople.RaisedinCaliforniaandSwitzerland,hereceivedhisundergraduatedegreefromYaleandhisdoctorateinanthropologyfromHarvard.BrucePatton,deputydirectoroftheHarvardNegotiationProject,istheThaddeusR.BealLectureronLawatHarvardLawSchool.Alawyer,heteachesnegotiationtodiplomatsandcorporateexecutivesaroundtheworldandworksasanegotiationconsultantandmediatorininternational,corporate,labor-management,andfamilysettings.AssociatedwiththeConflictManagementorganizations,whichhecofoundedin1984,hehasbothgraduateandundergraduatedegreesfromHarvard.BooksbyRogerFisherBeyondMachiavelli(withElizabethKopelman&AndreaKupferSchneider,1994)GettingTogether:
BuildingRelationshipsAsWeNegotiate(withScottBrown,1988)ImprovingCompliancewithInternationalLaw(1981)InternationalMediation:
AWorkingGuide;IdeasforthePractitioner(withWilliamUry,1978)InternationalCrisesandtheRoleofLaw:
PointsofChoice(1978)DearIsraelis,DearArabs:
AWorkingApproachtoPeace(1972)InternationalConflictforBeginners(1969)InternationalConflictandBehavioralScience:
TheCraigvillePapers(Editorandco-author,1964)BooksbyWilliamUryGettingPastNo:
NegotiatingwithDifficultPeople(1991)WindowsofOpportunity:
FromColdWartoPeacefulCompetitioninU.S.SovietRelations(EditedwithGrahamT.AllisonandBruceJ.Allyn,1989)GettingDisputesResolved:
DesigningSystemstoCuttheCostsofConflict(withJeanneM.BrettandStephenB.Goldberg,1988)BeyondtheHotline:
HowCrisisControlCanPreventNuclearWar(1985)PENGUINBOOKSPublishedbythePenguinGroupPenguinGroup(USA)Inc.,375HudsonStreet,NewYork,NewYork10014,U.S.A.PenguinGroup(Canada),90EglintonAvenueEast,Suite700,Toronto,Ontario,CanadaM4P2Y3(adivisionofPearsonPenguinCanadaInc.)PenguinBooksLtd,80Strand,LondonWC2RORL,EnglandPenguinIreland,25StStephensGreen,Dublin2,Ireland(adivisionofPenguinBooksLtd)PenguinGroup(Australia),250CamberwellRoad,Camberwell,Victoria3124,Australia(adivisionofPearsonAustraliaGroupPtyLtd)PenguinBooksIndiaPvtLtd,11CommunityCentre,PanchsheelPark,NewDelhi-110017,IndiaPenguinGroup(NZ),67ApolloDrive,MairangiBay,Auckland1311,NewZealand(adivisionofPearsonNewZealandLtd)PenguinBooks(SouthAfrica)(Pty)Ltd,24SturdeeAvenue,Rosebank,Johannesburg2196,SouthAfricaCopyrightRogerFisherandWilliamUry,1981,1991AllrightsreservedResearchatHarvardUniversityisundertakenwiththeexpectationofpublication.Insuchpublicationtheauthorsaloneareresponsibleforstatementsoffact,opinions,recommendations,andconclusionsexpressed.PublicationinnowayimpliesapprovalorendorsementbyHarvardUniversity,anyofitsfaculties,orbythePresidentandFellowsofHarvardCollege.eISBN:
978-1-440-67310-8Thescanning,uploadinganddistributionofthisbookviatheInternetorviaanyothermeanswithoutthepermissionofthepublisherisillegalandpunishablebylaw.Pleasepurchaseonlyauthorizedelectroniceditions,anddonotparticipateinorencourageelectronicpiracyofcopyrightedmaterials.Yoursupportoftheauthorsrightsisappreciated.http:
/Toourfathers,WALTERT.FISHERANDMELVINC.URY,whobyexampletaughtusthepowerofprinciple.PrefacetotheSecondEditionDuringthelasttenyearsnegotiationasafieldforacademicandprofessionalconcernhasgrowndramatically.Newtheoreticalworkshavebeenpublished,casestudieshavebeenproduced,andempiricalresearchhasbeenundertaken.Tenyearsagoveryfewprofessionalschoolsofferedcoursesonnegotiation;nowtheyareallbutuniversal.Universitiesarebeginningtoappointfacultywhospecializeinnegotiation.Consultingfirmsnowdothesameinthecorporateworld.Againstthischangingintellectuallandscape,theideasinGettingtoYEShavestoodupwell.Theyhavegainedconsiderableattentionandacceptancefromabroadaudienceandarefrequentlycitedasstartingpointsforotherwork.Happily,theyremainpersuasivetotheauthorsaswell.Mostquestionsandcommentshavefocusedonareasinwhichthebookhasprovenambiguous,orwherereadershavewantedmorespecificadvice.Wehavetriedtoaddressthemostimportantofthesetopicsinthisrevision.Ratherthantamperingwiththetext(andaskingreaderswhoknowittosearchforchanges),wehavechosentoaddnewmaterialinaseparatesectionattheendofthissecondedition.Themaintextremainscompleteandunchangedfromtheoriginal,exceptforupdatingthefiguresinexamplestokeeppacewithinflationandrephrasinginafewplacestoclarifymeaningandeliminatesexistlanguage.Wehopethatouranswersto“TenQuestionsPeopleAskAboutGettingtoYES”provehelpfulandmeetsomeoftheinterestsreadershaveexpressed.Weaddressquestionsabout
(1)themeaningandlimitsof“principled”negotiation(itrepresentspractical,notmoral,advice);
(2)dealingwithsomeonewhoseemstobeirrationalorwhohasadifferentvaluesystem,outlook,ornegotiatingstyle;(3)questionsabouttactics,suchaswheretomeet,whoshouldmakethefirstoffer,andhowtomovefrominventingoptionstomakingcommitments;and(4)theroleofpowerinnegotiation.Moreextensivetreatmentofsometopicswillhavetoawaitotherbooks.Readersinterestedinmoredetailabouthandling“peopleissues”innegotiationinwaysthattendtoestablishaneffectiveworkingrelationshipmightenjoyGettingTogether:
BuildingRelationshipsasWeNegotiate,byRogerFisherandScottBrown,alsoavailablefromPenguinBooks.Ifdealingwithdifficultpeopleandsituationsismoreyourconcern,lookforGettingPastNo:
NegotiatingwithDifficultPeople,byWilliamUry,publishedbyBantamBooks.Nodoubtotherbookswillfollow.Thereiscertainlymuchmoretosayaboutpower,multilateralnegotiations,cross-culturaltransactions,personalstyles,andmanyothertopics.OnceagainwethankMartyLinsky,thistimefortakingacarefuleyeandasharppenciltoournewmaterial.OurspecialthankstoDougStoneforhisdiscerningcritique,editing,andoccasionalrewritingofsuccessivedraftsofthatmaterial.Hehasanuncannyknackforcatchingusinanunclearthoughtorparagraph.RogerFisherWilliamUryBrucePattonFormorethanadozenyears,BrucePattonhasworkedwithusinformulatingandexplainingalloftheideasinthisbook.Thispastyearhehaspulledthelaboringoarinconvertingourjointthinkingintoanagreedtext.ItisapleasuretowelcomeBruce,editorofthefirstedition,asafullco-authorofthissecondedition.R.F.W.U.AcknowledgmentsThisbookbeganasaquestion:
Whatisthebestwayforpeopletodealwiththeirdifferences?
Forexample,whatisthebestadviceonecouldgiveahusbandandwifegettingdivorcedwhowanttoknowhowtoreachafairandmutuallysatisfactoryagreementwithoutendingupinabitterfight?
Perhapsmoredifficult,whatadvicewouldyougiveoneofthemwhowantedtodothesamething?
Everyday,families,neighbors,couples,employees,bosses,businesses,consumers,salesmen,lawyers,andnationsfacethissamedilemmaofhowtogettoyeswithoutgoingtowar.Drawingonourrespectivebackgroundsininternationallawandanthropologyandanextensivecollaborationovertheyearswithpractitioners,colleagues,andstudents,wehaveevolvedapracticalmethodfornegotiatingagreementamicablywithoutgivingin.Wehavetriedoutideasonlawyers,businessmen,governmentofficials,judges,prisonwardens,diplomats,insurancerepresentatives,militaryofficers,coalminers,andoilexecutives.Wegratefullyacknowledgethosewhorespondedwithcriticismandwithsuggestionsdistilledfromtheirexperience.Webenefitedimmensely.Intruth,somanypeoplehavecontributedsoextensivelytoourlearningovertheyearsthatitisnolongerpossibletosayprecis
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