Chapter 1
BA 322 Study Guide for Getting to Yes (GTY)
“Introduction” and Chapter 1 Don’t Bargain Over Positions Getting to Yes (Negotiating Agreement without Giving In) by Roger Fisher and William Ury
1. About GTY
1a. Getting to Yes is based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution from domestic to business to international.
1b. About the authors
Roger Fisher teaches negotiation at the Harvard Law School and is director of the Harvard Negotiation Project. William Ury taught negotiation at the Harvard Business School and was co-founder of the Harvard Negotiation Project.
1c. Praise for Getting to Yes
More than two million copies in print in eighteen languages.
“Getting to Yes is a highly readable and practical primer on the fundamentals of negotiation. All of us ... need to improve our skills in conflict resolution and agreement making. This concise volume is the best place to begin.” John T. Dunlop
“Getting to Yes has an unrivaled place in the literature on dispute resolution. No other book in the field comes close to its impact.” National Institute for Dispute Resolution Forum
“The authors have packed a lot of commonsense and good advice into a concise, clearly written little book.” Business Week
2. Introduction to Getting to Yes (pages xvii to xix)
2a. “Negotiation is a fact of life.” Examples where negotiations occur are - negotiations between employers and unions over wages, working conditions, etc. - negotiations between lawyers trying for out-of-court settlement of lawsuit - negotiations between seller and potential buyer on price of a house - negotiations between nations on rules governing international trade
“Whether in business, government, or the family, people reach most decisions through negotiation. Even when they go to court, they almost always negotiate a settlement before trial.”
2b. “It is not easy to negotiate
“Introduction” and Chapter 1 Don’t Bargain Over Positions Getting to Yes (Negotiating Agreement without Giving In) by Roger Fisher and William Ury
1. About GTY
1a. Getting to Yes is based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution from domestic to business to international.
1b. About the authors
Roger Fisher teaches negotiation at the Harvard Law School and is director of the Harvard Negotiation Project. William Ury taught negotiation at the Harvard Business School and was co-founder of the Harvard Negotiation Project.
1c. Praise for Getting to Yes
More than two million copies in print in eighteen languages.
“Getting to Yes is a highly readable and practical primer on the fundamentals of negotiation. All of us ... need to improve our skills in conflict resolution and agreement making. This concise volume is the best place to begin.” John T. Dunlop
“Getting to Yes has an unrivaled place in the literature on dispute resolution. No other book in the field comes close to its impact.” National Institute for Dispute Resolution Forum
“The authors have packed a lot of commonsense and good advice into a concise, clearly written little book.” Business Week
2. Introduction to Getting to Yes (pages xvii to xix)
2a. “Negotiation is a fact of life.” Examples where negotiations occur are - negotiations between employers and unions over wages, working conditions, etc. - negotiations between lawyers trying for out-of-court settlement of lawsuit - negotiations between seller and potential buyer on price of a house - negotiations between nations on rules governing international trade
“Whether in business, government, or the family, people reach most decisions through negotiation. Even when they go to court, they almost always negotiate a settlement before trial.”
2b. “It is not easy to negotiate