Getting to Yes: Negotiating Agreement Without Giving In
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Getting to Yes: Negotiating Agreement Without Giving In
  • 승인 2003.05.07 00:00
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by Roger Risher and William Ury

In the olden days, the person with the loudest voice and oppressive posture won the dispute. However, the old way of coming to terms has changed. Negotiation has become the best resolution. In this book, Fisher and Ury reveal their four principles for effective negotiation: separate the people from the problem; focus on interests rather than positions; generate a variety of options before settling on an agreement; and insist that the agreement be based on objective criteria. The authors make it easy to understand their points by giving examples from their own experience.

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