Struggle for Every Inch of Land: The Art of Persuasion That Demands No Concessions

Author: Fisher et al. (USA)
Publisher:
Publish Date: 2005-11-01
Features: This book introduces the method of principled negotiation. The first chapter discusses the problems brought about by the standard negotiation approach of bargaining based on positions of both parties. The next four chapters introduce the four principles of principled negotiation. The last three chapters address common questions about principled negotiation: What if the other party is stronger than you? What if the other party is uncooperative? What if the other party uses underhanded tactics? This book introduces the method of principled negotiation. The first chapter discusses the problems brought about by the standard negotiation approach of bargaining based on positions of both parties, followed by an introduction to the four principles of principled negotiation. The last three chapters address common questions about principled negotiation: What if the other party is stronger than you? What if the other party is uncooperative? What if the other party uses underhanded tactics? The "principled negotiation approach" in this book helps you get what you want without losing your composure, allowing you to be fair and reasonable while protecting yourself from being taken advantage of by the other party.