Getting to Yes

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Title: Getting to Yes

Essay Details:

Subject: Book Reports

Author:

Date: May 19, 2016

Level: University

Grade:

Length: 5 / 1374

Essay text:

They start with defining the difference between positional negotiations versus principled negotiations. They then move on describing their four principles for effective negotiation: People, Interests, Options, and Criteria. Additionally, they describe three common obstacles to negotiation - when the other party is more powerful, what if they won't play, and when the other party uses dirty tricks - and discuss ways to overcome those obstacles. They also emphasize that all four negotiation principles should be used throughout the negotiation process. Finally, the team of authors answers ten commonly asked questions...

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