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Getting to Yes

Negotiation Agreement Without Giving In

Roger Fisher, William Ury, Bruce Patton

The authors, members of the Harvard Negotiation Project, have popularized the idea of "win-win" solutions to audiences around the world. They propose that by under- standing your own long-term interests better and by understanding your bargaining opponent's long-term interests, you can work toward agreements in which everyone gets more of what they want and need.  These kinds of agreements take more work to create but they are more likely to last than simple "split the difference" compromises.  A great introduction to negotiation with examples from business and politics.  According to John Kenneth Galbraith, "This is by far the best thing I've ever read about negotiation. It is equally relevant for the individual who would like to keep his friends, property, and income and the statesman who would like to keep the peace."

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