Getting Ready to Negotiate: The Getting to Yes Workbook (Penguin Business)
| Author | : | |
| Rating | : | 4.13 (827 Votes) |
| Asin | : | 0140235310 |
| Format Type | : | paperback |
| Number of Pages | : | 208 Pages |
| Publish Date | : | 2013-03-31 |
| Language | : | English |
DESCRIPTION:
Roger Fisher is the Samuel Williston Professor of Law Emeritus, Director of the Harvard Negotiation Project, and the founder of two consulting organizations devoted to strategic advice and negotiation training.
"Provides Process, Framework, and Structure" according to Sandy Scott. Books like "Getting to Yes", the book on which this workbook is based, are great from a theoretical perspective, but they often leave a little to be desired when it comes to actually executing on the ideas and concepts they recommend. Unfortunately, many of them don't ever create a workbook like this that provides a process, framework, and structure to implement their ideas. "Getting Ready to Negotiate" is a great example of exactly what this kind of book has to do. I purchased the book for a particular negotiation I was preparing for and it was incredibly helpful. This, by the way, after having taken a lengthy negotiation course at bu. V. Lewis said From theory to practice. Most of the negotiation books out there give theory and a few scenarios to make their points. This book represents the much-needed practical side of really preparing to negotiate. If you have gone through "Getting to Yes", this book is the logical next step. The forms are incredibly detailed and you can use your judgement about how deep you need to go. For a mega-merger, you'll be filling out all of these forms and more. Asking for a raise or more responsibility on your job, you might not go so deep. The point is, though, these worksheets provide the thinking ahead that you need about your views and the potential views/reactions of you. "Still a Great Negotiation Resource" according to Tillie's Mom. This book is as practical and useful as it was when it came out years ago. I recently bought this electronic copy so some clients could see in on a project, There are many useful models to work with and it is certainly worth the price.
. Getting Ready to Negotiate presents case studies, charts, and forms for blueprinting a personalized negotiating strategy, one that is certain to make negotiating situations more productive and profitable. From the Back Cover Based on the philosophy and advice presented in Getting to Yes - be prepared, negotiate interests not positions, understand the other side's interests, and work together - this is the tool that will help each person design the negotiating strategy that is best for him or her in any given situation
This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.