getting to yes

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Getting to Yes is a universal method for negotiating personal and professional disputes.

Getting to Yes is a concise strategy for arriving at mutually acceptable agreements in every kind of conflict — whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Written by Program on Negotiation co-founders Roger Fisher, Bruce Patton, and William Ury, Getting to Yes tells you how to separate the people from the problem, Focus on interests rather than positions, and work together towards an outcome that will satisfy both parties. See Also: BATNA: Bringing a Deal Out of the Gutter, Hong Kong Lawyer Benny Tai Inspired by Harvard Negotiation Project Authors, Program on Negotiation Faculty Discuss the US Government Shutdown Negotiations.

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Books

original
Book

Roger Fisher and Daniel Shapiro

Winner of the 2005 CPR Award for Excellence in ADR (Outstanding Book Category). Practical and straightforward advice to use emotions to turn a professional or personal disagreement - big or small - into an opportunity for mutual gain.
original
Book

Roger Fisher, William Ury, and Bruce Patton

A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting angry.
original
Book

William Ury

Selected by TIME as one of the best negotiation books of 2015
original
Book

Lawrence Susskind

Win at win-win negotiating! Find trades that create much more value than either you or your opponent thought possible while satisfying the interests of your back table - the people to whom you report.
original
Book
Winner, National Institute for Advanced Conflict Resolution's 2005 Book Award - A cutting-edge, comprehensive, inter-disciplinary resource regarding the nature of disputes and the range of dispute resolution processes
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Book

Deepak Malhotra & Max Bazerman

Clear and methodical advice for preparing for and executing any negotiation, drawing on decades of behavioral research and the experience of thousands of business clients - Co-winner of the 2008 CPR Award for Excellence in ADR (Outstanding Book Category)
original
Book
A practical explanation of how to transition from a deal-maker mentality (focusing on making the agreement) to an implementation mindset (ensuring the deal generates value for your company after the ink on the contract has dried)
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Book
From the coauthor of Getting to YES, a simple yet powerful three-step method for saying No firmly and effectively, without destroying relationships

Role Simulations

Role Simulation
International Relations Negotiation Role-Play:

Building Bridges A High School Curriculum on Negotiation

A high school curriculum on resolving differences through negotiation

Video and Audio

original
Videos and Audio

Morgan Guaranty Trust Company

Realistic video depicting the use of principled negotiation to prepare for and negotiate a bitter business dispute, featuring Getting to YES co-author Roger Fisher
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Videos and Audio

Michael Wheeler

A simulated mediation between an aid worker and a project funder, featuring Getting to YES co-author Bruce Patton as the mediator

Case Studies & Articles

A 27-page handbook designed to introduce high school students to problem-solving, interest-based negotiation

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