Skip to Main Content (Press Enter) Toggle side nav
Getting Ready to Negotiate by Roger Fisher and Danny Ertel
Add to bookshelf
Add to Bookshelf

Getting Ready to Negotiate

Best Seller
Getting Ready to Negotiate by Roger Fisher and Danny Ertel
Paperback $18.00
Aug 01, 1995 | ISBN 9780140235319

Buy from Other Retailers:

See All Formats (1) +
  • Aug 01, 1995 | ISBN 9780140235319

    Buy from Other Retailers:

  • Aug 01, 1995 | ISBN 9781101128350

    Buy from Other Retailers:

Product Details

Table Of Contents

Acknowledgments
Using This Workbook
1. Introduction
2. In a Hurry?:
Sudden Prep
Priority Prep
THE SEVEN ELEMENTS OF NEGOTIATION3. Interests: What Do People Really Want?
Forms: Interests I: Identify the Relevant Parties
Interests 2: Clarify the Interests
Interests 3: Probe for Underlying Interests
4. Options: What Are Possible Agreements or Bits of an Agreement?
Forms: Options 1: Create Options to Meet Interests
Options 2: Find Ways to Maximize Joint Gains
5. Alternatives: What Will I Do If We Do Not Agree?
Forms: Alternatives 1: Think of My Alternatives to a Negotiated Agreement
Alternatives 2: Select and Improve my BATNA
Alternatives 3: Identify Alternatives Open to the Other Side
Alternatives 4: Estimate Their BATNA
6. Legitimacy: What Criteria Will I Use to Persuade Each of Us That We Are Not Being Ripped Off?
Forms: Legitimacy 1: Use External Standards as a Sword and as a Shield
Legitimacy 2: Use the Fairness of the Process to Persuade
Legitimacy 3: Offer Them an Attractive Way to Explain Their Decision
7. Communication: Am I Ready to Listen and Talk Effectively?
Forms: Communication 1: Question My Assumptions and Identify Things to Listen For
Communication 2: Reframe to Help Them Understand
8. Relationship: Am I Ready to Deal with the Relationship?
Forms: Relationship 1: Separate People Issues from Substantive Issues
Relationship 2: Prepare to Build a Good Working Relationship
9. Commitment: What Commitments Should I Seek or Make?
Forms: Commitment 1: Identify the Issues to Be Included in the Agreement
Commitment 2: Plan the Steps to Agreement
MOVING FROM PREPARATION TO NEGOTIATION10. Getting Ready to Agree
Appendix A: Getting Better at Preparation
Appendix B: A Preparation Tool Kit

Looking for More Great Reads?
21 Books You’ve Been Meaning to Read
Be the first to know!
And go from well-read to best read with book recs, deals and more in your inbox every week.
And go from well-read to best read with book recs, deals and more in your inbox every week.
By clicking SIGN UP, I acknowledge that I have read and agree to Penguin Random House’s Privacy Policy and Terms of Use.
Dismiss
Thanks!
Something awesome is on its way.
Back to Top