Imatge de l'autor

Roger Fisher (1922–2012)

Autor/a de Getting to Yes: Negotiating Agreement without Giving In

52+ obres 7,096 Membres 65 Ressenyes 1 preferits

Sobre l'autor

Inclou aquests noms: Roger Fisher, Roger Fisher

Inclou també: R. Fisher (2)

Nota de desambiguació:

(eng) Do not combine Roger C. Fisher and Roger Fisher. They are different authors.

Obres de Roger Fisher

Building Agreement (2007) 26 exemplars
Succesvol onderhandelen (1985) 3 exemplars
Das grosse Karrierehandbuch (2008) 2 exemplars
Käytännön neuvottelutaitoa (1983) 1 exemplars
EMOCIONES EN LA NEGOCIACION (2008) 1 exemplars
PERTEJ ARSYES 1 exemplars
Elements of Negotiation (1989) 1 exemplars
Obtenga el sí en la práctica (1997) 1 exemplars

Obres associades

Etiquetat

Coneixement comú

Nom oficial
Fisher, Roger Dummer
Data de naixement
1922-05-28
Data de defunció
2012-08-25
Gènere
male
Nacionalitat
USA
Lloc de naixement
Winnetka, Illinois, USA
Lloc de defunció
Hanover, New Hampshire, USA
Causa de la mort
complications of dementia
Educació
Harvard University (BA ∙ 1943; LLB ∙ 1948)
Professions
professor
Relacions
Fisher, Elliott S. (son)
Fisher, Peter R. (son)
Organitzacions
Conflict Management Group
Mercy Corps
Harvard University
Harvard Negotiation Project
Nota de desambiguació
Do not combine Roger C. Fisher and Roger Fisher. They are different authors.

Membres

Ressenyes

Unfortunately, the world is full of people who still think that negotiation is a strong-man game. The one who made the least concessions wins.

This is the most fundamental, basic book to break through that view. At this point, the information in here is old-hat if you're dealing with someone who's a professional negotiator (sales, arbitration, etc) but if you hate negotiating because you just see it as an arm-wrestling competition, this is a great book to get started changing that view.… (més)
 
Marcat
nimishg | Hi ha 51 ressenyes més | Apr 12, 2023 |
Negotiation is a crucial life skill. For some, it’s inherent to being a part of society, especially with expensive purchases or haggling in open markets. For others (like lawyers), it composes a part of their professional skillset. Either way, most people can stand to benefit from learning more about the art of negotiation. Many negotiation guides seek to maximize gains by taking strong positions. However, as these authors point out, this strategy can hurt long-term relationships by hurting the well-being of one party. Instead, they suggest building negotiation around a mutual appreciation of fairness. This leaves relationships and reputations in tact while getting a satisfying result.

The authors make a couple of assumptions. First, most people are most afraid of being “taken” in a negotiation. They do not necessarily want to maximize their result, but rather, they mostly do not want to lose the negotiation. Second, fair standards can anchor a negotiation by framing it objectively in a proper ballpark. Instead of taking positions, parties are encouraged to do research to look for a fair result. While this decreases the likelihood of “winning big,” it increases the likelihood of a mutually satisfying agreement. (Thus, it decreases the likelihood of a “bad” agreement.)

With these goals in mind, the authors reframe the language around negotiation to help readers achieve these results. Ample examples from a variety of settings exist within this work. They coach how to deal with trying situations, like power differentials, difficult people, and adversarial tactics. They focus on long-term benefits from reputation and win-win relationships instead of just winning one contest.

Those who value the social fabric will appreciate this book’s approach. It’s goal is to get to “yes” – that is, to get to an agreement instead of dramatically maximizing the windfall. Obviously, not everyone will agree with this style of negotiation, but it has many benefits. Most of all, it encourages fairness and politeness without turning it into passivity. It’s good training (and therapy) to think through dealing with difficult negotiation tactics ahead of time. This sets the stage for real-life encounters. After reading this book, I look back on several big, past negotiations that I could have handled better. At least I’ll be more prepared for the next one.
… (més)
 
Marcat
scottjpearson | Hi ha 51 ressenyes més | Mar 23, 2023 |
Ja, war für meine Mediationsausbildung interessant und hat neue Blickrichtungen aufgemacht. ~ 2013
 
Marcat
NEUSTART | Aug 3, 2022 |
Os autores descrevem estratégias de negociação que, em teoria, permitem obter sucesso sem fazer demasiadas concessões.

A segunda parte descreve o método e a terceira parte descreve as situações específicas onde ajustes e derivações do método precisam ser aplicadas para obter um resultado satisfatório.
½
 
Marcat
grfilho75 | Hi ha 51 ressenyes més | May 31, 2021 |

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Autors associats

Estadístiques

Obres
52
També de
3
Membres
7,096
Popularitat
#3,461
Valoració
3.9
Ressenyes
65
ISBN
165
Llengües
20
Preferit
1

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