Building Agreement

The follow-up to Getting to Yes – a how-to guide to successful negotiation.

Masters of diplomacy, Fisher and Shapiro, of the Harvard Negotiation Project, build on Fisher's bestseller (he coauthored Getting to Yes) with this instructive, clearly written book that addresses the emotions and relationships inevitably involved in negotiation

Written in the same remarkable vein as Getting to Yes, this book is a masterpiece ... I truly enjoyed it and felt edified by it

Dr. Stephen R. Covey, author of The 7 Habits of Highly Effective People

This is one of those unusual works that is so carefully constructed and written that you may find yourself praising its common sense and nodding easily in concurrence ... It is a book to reflect upon and that belongs on every negotiator's reference shelf

The book is both profound and easy-to-read, based on a wide range of research and first-hand experience in negotiation. There is no interaction setting - public, professional or personal, local or international - where its recommendations will not be applicable

Elise Boulding, Professor Emeritus at Dartmouth University

Over a lifetime of study and practice, Roger Fisher has transformed what we think about negotiation. His and Daniel Shapiro's new book extends this work in novel and insightful ways ... a must read for anyone who negotiaties, which is to say for all of us

Elena Kagan, Dean, Harvard Law School and former associate counsel to the U.S. President

Exactly what we need now: a lucid, systematic approach to dealing with emotions, infused with a practical wisdom that will help you understand, enrich, and improve all your negotiations - and your relations with fellow human beings

Leonard L. Riskin, director, Center for the Study of Dispute Resolution, University of Missouri-Columbia

Powerful, practical advice. It will put your emotions to good use

A brilliant guide ... Anyone who faces a difficult conversation, let alone a formal negotiation, can use this as a guidebook

Daniel Goleman, author of Emotional Intelligence

Destined to take its place alongside Getting to Yes on innumerable bookshelves around the world

Roger Fisher is the Samuel Williston Professor Emeritus of Law, director of the Harvard Negotiation Project, and the founder of two consulting organisations devoted to strategic advice amd negotiation training. 
 
Daniel Shapiro, associate director of the Harvard Negotiation Project, teaches negotiation at Harvard Law School and in the psychiatry department at Harvard Medical School/McLean Hospital.

Whether you're negotiating with an angry boss or a difficult colleague - or, indeed, a stubborn teenager - you can learn to use your emotions to help you achieve the result you want. 
 
Building Agreement shows you how to control the five 'core concerns' that motivate people: 
 
-- Express appreciation for what others think, feel or do 
-- Build affiliation and turn an adversary into a colleague 
-- Respect autonomy in others and gain autonomy in return 
-- Acknowledge status and simultaneously establish your own worth 
-- Choose a fulfilling role during the process of negotiating 
 
Using the latest research of the Harvard Negotiation Project, the group that brought you the groundbreaking book Getting to Yes, this is a superbly practical guide to mastering essential negotiating skills. 
 
Originally published in hardback under the title Beyond Reason.

Negotiating With Difficult People

Getting Past No

Roger Fisher and William Ury bring you a simple, step-by-step guide to give you the skills you need to negotiate successfully in every situation.

Roger Fisher is the Samuel Williston Professor Emeritus of Law, director of the Harvard Negotiation Project, and the founder of two consulting organisations devoted to strategic advice and negotiation training. 
 
William Ury is Associate Director of the Programme on Negotiation at Harvard Law School and is an internationally known specialist in negotiation.

We all want to get to yes, but what happens when the other person keeps saying no? 
 
How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker? 
 
In Getting Past No, William Ury of Harvard Law School's Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You'll learn how to: 
 
- STAY IN CONTROL UNDER PRESSURE 
- DEFUSE ANGER AND HOSTILITY 
- FIND OUT WHAT THE OTHER SIDE REALLY WANTS 
- COUNTER DIRTY TRICKS 
- USE POWER TO BRING THE OTHER SIDE BACK TO THE TABLE 
- REACH AGREEMENTS THAT SATISFY BOTH SIDES' NEEDS 
 
Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don't have to get mad or get even. Instead, you can get what you want!

Roger Fisher

William Ury

Negotiating an agreement without giving in

__________________________ 
THE WORLD'S BESTSELLING GUIDE TO NEGOTIATION 
 
Getting to Yes has been in print for over thirty years. This timeless classic has helped millions of people secure win-win agreements both at work and in their private lives. Founded on principles such as: 
 
· Don't bargain over positions 
 
· Separate the people from the problem 
 
· Insist on objective criteria 
 
Getting to Yes simplifies the whole negotiation process, offering a highly effective framework that will ensure success.

Roger Fisher

Getting to Yes

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