Study guide with Getting to yes: negotiating agreement without giving in by Fisher et al. - 2023/2024

Study guide with Getting to yes: negotiating agreement without giving in

Summaries and study assistance with the 3rd edition of Getting to yes by Fisher et al.

  • For Booksummaries with Getting to yes by Fisher et al., see Summaries with the 3rd edition of Getting to yes
  • For summaries, bulletpoints, practice exams and glossaries with earlier editions of Getting to yes by Fisher et al., see the supporting content of this study guide

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Summaries per chapter with the 3rd edition of Getting to yes: negotiating an agreement without giving in by Fisher et al.

Summaries per chapter with the 3rd edition of Getting to yes: negotiating an agreement without giving in by Fisher et al.

Summaries per chapter with the 3rd edition of Getting to yes: negotiating an agreement without giving in by Fisher et al.

What topics are involved in a succesful negotiation process? - Chapter 0
What is positional bargaining? - Chapter 1
How to separate the people from the problem? - Chapter 2
How to identify and focus on the underlying interests in a negotiation? - Chapter 3
How to invent options for mutual gain? - Chapter 4
How to negotiate on the basis of objective criteria? - Chapter 5
What if the other has a stronger bargaining position? - Chapter 6
What if the other side does not want to negotiate? - Chapter 7
How to deal with a hard bargainer? - Chapter 8
Who is winning the negotiation? - Chapter 9
How to deal with different people and different circumstances and what is the role of negotiation power? - Chapter 10
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