Getting Together: Building Relationships as We Negotiate
Autor Roger Fisher Scott Brownen Limba Engleză Paperback – 31 aug 1989 – vârsta de la 18 ani
Expanding on the principles, insights, and wisdom that made Getting to Yes a worldwide bestseller, Roger Fisher and Scott Brown offer a straightforward approach to creating relationships that can deal with difficulties as they arise. Getting Together takes you step-by-step through initiating, negotiating, and sustaining enduring relationships -- in business, in government, between friends, and in the family.
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Specificații
ISBN-13: 9780140126389
ISBN-10: 0140126384
Pagini: 216
Dimensiuni: 128 x 197 x 17 mm
Greutate: 0.21 kg
Editura: Penguin Books
ISBN-10: 0140126384
Pagini: 216
Dimensiuni: 128 x 197 x 17 mm
Greutate: 0.21 kg
Editura: Penguin Books
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Cuprins
Getting Together Acknowledgements
Introduction
I. An Overview
1. The Goal: A relationship that can deal well with differences
2. First Step: Disentangle relationship issues from substantive ones
3. A Strategy: Be Unconditionally contructive
II. Basic Elements of a Working Releationship
4. Rationality: Balance emotions with reason
5. Understanding: Learn how they see things
6. Communication: Always consult before deciding--and listen
7. Reliability: Be wholly trustworthy, but not wholly trusting
8. Persuation, Not Coercion: Negotiate side by side
9. Acceptance: Deal seriously with those with whom we differ
III. The Elements as Parts of a Whole
10. Congruence: Put it all together so that it fits
A Note on "tit-for-tat"
Analytical Table of Contents
Table of Charts
A Note on the Harvard Negotiation Project
Introduction
I. An Overview
1. The Goal: A relationship that can deal well with differences
2. First Step: Disentangle relationship issues from substantive ones
3. A Strategy: Be Unconditionally contructive
II. Basic Elements of a Working Releationship
4. Rationality: Balance emotions with reason
5. Understanding: Learn how they see things
6. Communication: Always consult before deciding--and listen
7. Reliability: Be wholly trustworthy, but not wholly trusting
8. Persuation, Not Coercion: Negotiate side by side
9. Acceptance: Deal seriously with those with whom we differ
III. The Elements as Parts of a Whole
10. Congruence: Put it all together so that it fits
A Note on "tit-for-tat"
Analytical Table of Contents
Table of Charts
A Note on the Harvard Negotiation Project
Notă biografică
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.
Scott Brown is a negotiation expert and father of four children. After helping to launch the Harvard Negotiation Project, he spent ten years teaching, writing, and speaking about managing conflict and established the nonprofit Conflict Management Group to advise governments and nongovernment organizations on public conflicts worldwide.
Scott Brown is a negotiation expert and father of four children. After helping to launch the Harvard Negotiation Project, he spent ten years teaching, writing, and speaking about managing conflict and established the nonprofit Conflict Management Group to advise governments and nongovernment organizations on public conflicts worldwide.
Descriere
As a sequel and complement to Getting to Yes, Fisher offers a practical, straightforward approach to the long-range problem of sustaining relationships that can deal with difficulties as they arise.