Getting To Yes : Negotiating Agreement Without ... Today

Getting to Yes: Negotiating Agreement Without Giving In by Fisher, Ury, and Patton introduces "principled negotiation," a method focusing on mutual gain, separating people from problems, and using objective criteria rather than adversarial bargaining. The text outlines strategies for identifying underlying interests, generating options for mutual benefit, and utilizing a Best Alternative To a Negotiated Agreement (BATNA) to handle power imbalances. For a summary of these principles, visit Beyond Intractability . Six Guidelines for “Getting to Yes” - PON