Produktinformation

• Amazon-Verkaufsrang: #894 in Bücher
• Veröffentlicht am: 2003-08-07
• Originalsprache: Englisch
• Einband: Taschenbuch
• 224 Seiten

Kurzbeschreibung
}Negotiating An Agreement Without Giving In{. 2 million copies sold worldwide. New cover reissue.

Synopsis
Negotiation is a way of life for the majority of us. Whether we're at work, at home or simply going out, we want to participate in the decisions that affect us. Nowadays, hardly anyone gets through the day without a single negotiation, yet, few of us are armed with the effective, powerful negotiating skills that prevent stubborn haggling and ensure mutual problem-solving. Fisher and Ury cut through the jargon to present a few easily remembered principles that will guide you to success, no matter what the other side does or whatever dirty tricks they resort to. They include:--Don't bargain over positions--Separate people from the problem--Insist on objective criteria--What if they won't play?

Autorenportrait
Bruce Patton forscht und unterrichtet an der berühmten Harvard Law School. Der Autor ist außerdem seit Jahren als Berater für Kommunikation und Verhandlungstechniken in Politik und Wirtschaft tätig. Beiträge zu diesen Themen veröffentliche er regelmäßig in verschiedenen US-Zeitschriften. Bruce Patton ist bereits in den frühen achtziger Jahren bekannt geworden als Co-Autor des amerikanischen Bestsellers "Getting to Yes" ("Das Harvard-Konzept"), ein im Rahmen des Harvard-Gesprächs-Projekts entwickeltes Erfolgskonzept für Verhandlungsgespräche.

Kundenrezensionen

Allround description of negotiation
"Getting to Yes" introduces the reader to the basic mechanics and methods of negotiation. Having read the book you should have an overview of the most common strategies and scenarios of most negotiating situations: how to deal with stronger or weaker counterparts, what if they play dirty, establishing your and their alternatives, overcoming personal differences etc.
The underlying principal is to negotiate in a professional way, guided by verifiable facts, fair rules and respect / trust. The book illustrates by a number of examples the benefits of such "principled negotiation."
Most proposals will seem quite familiar and common-sensical to most readers, the strength of the book is however to put them all together in a coherent and concise volume. Will it make you a super-negotiator overnight? Doubtful. But it might - and did for me - make one more conscious of how we actually negotiate, and why we succeed and fail.
I have one major criticism about the book though: It is based on the first editions, which have been left unedited. After the core text the authors have added a series of questions and answers they have been set about the book. A new edition would have deserved for these points to have been incorporated in the text, so that you can re-read a single section and have all the text at hand. This is just sloppy work in an otherwise good book.

A must have "Classic"
This add on to Fisher & Ury's Classic "Harvard Concept" is a must have for every professional. Everyday we deal with negotionations and goals we are trying to accomplish. The concepts and ideas behind the book provide practical tools and advice for providing a climate for agreement without leaving one party with a bitter feeling. It is on university reading lists for MBA students as well as for psychologists. People in leadership positions cannot afford not to know it.

Written for the Student, not the Practitioner
"Getting to Yes" consists of five basic ideas. One needs only to flip through the book's pages to identify its key elements. I found much of the information in "Getting to Yes" to be redundant and obvious. However, I cannot argue that the central ideas are well-supported. In fact, many are over supported with one similar example after another. The fact remains, negotiating is an art that takes years of pracitce to develop. While this book may add value to a scholastic reading assignment, it is very much like a book offering martial arts training. There is no substitute for hands-on experience. Although a quick read, "Getting to Yes" could have been summed up in half the pages.