|
Principled Negotiation
''Getting to Yes: Negotiating Agreement Without Giving In'' is a best-selling 1981 non-fiction book by Roger Fisher and William Ury. Subsequent editions in 1991 and 2011 added Bruce Patton as co-author. All of the authors were members of the Harvard Negotiation Project. The book suggests a method of principled negotiation consisting of "separate the people from the problem"; "focus on interests, not positions"; "invent options for mutual gain"; and "insist on using objective criteria". Although influential in the field of negotiation, the book has received criticisms. Background Fisher and Ury focused on the psychology of negotiation in their method, "principled negotiation", which attempts to find acceptable solutions by determining which needs are fixed and which are flexible for negotiators. The first edition of the book was published in 1981. By 1987, the book had been adopted in several U.S. school districts to help students understand "non-adversarial bargaining". In 1991 ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Roger Fisher (academic)
Roger D. Fisher (May 28, 1922 – August 25, 2012) was Samuel Williston Professor of Law at Harvard Law School and director of the Harvard Negotiation Project. Background Fisher specialized in negotiation and conflict management. He was the co-author (with William Ury) of the book ''Getting to Yes'', about "interest-based" negotiation, as well as numerous other publications. After serving in WWII as a weather reconnaissance pilot, Fisher worked on the Marshall Plan in Paris under W. Averell Harriman. After finishing his law degree at Harvard, he worked with the Washington, DC, law firm of Covington & Burling, arguing several cases before the US Supreme Court and advising on several international disputes. He returned to Harvard Law School and became a professor there in 1958. After having lost many of his friends in the war and seeing so many costly disputes as a litigator, Fisher became intrigued with the art and science of how we manage our differences. Fisher and hi ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |