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Getting to Yes: Negotiating Agreement Without Giving In is a best-selling 1981 non-fiction book by Roger Fisher and William Ury. [1] Subsequent editions in 1991 [2] and 2011 [3] added Bruce Patton as co-author. All of the authors were members of the Harvard Negotiation Project . The book suggests a method of principled negotiation consisting of ...
In negotiation theory, the best alternative to a negotiated agreement or BATNA (no deal option) refers to the most advantageous alternative course of action a party can take if negotiations fail and an agreement cannot be reached. The BATNA could include diverse situations, such as suspension of negotiations, transition to another negotiating ...
The Program on Negotiation ( PON) is a university consortium dedicated to developing the theory and practice of negotiation and dispute resolution. As a community of scholars and practitioners, PON serves a unique role in the world negotiation community. Founded in 1983 as a special research project at Harvard Law School, PON includes faculty ...
Image Credits: Mori Taheripour. Mori Taheripour teaches negotiations at the Wharton School at the University of Pennsylvania, where she has taught undergraduates, MBA students and executive MBA ...
Negotiation is a strategic discussion that resolves an issue in a way that both parties find acceptable. Individuals should make separate, interactive decisions; and negotiation analysis considers how groups of reasonably bright individuals should and could make joint, collaborative decisions.
William Ury is an American author, academic, anthropologist, and negotiation expert. He co-founded the Harvard Program on Negotiation. [1] Additionally, he helped found the International Negotiation Network with former President Jimmy Carter. Ury is the co-author of Getting to Yes with Roger Fisher, which set out the method of principled ...
Fisher specialized in negotiation and conflict management. He was the co-author (with William Ury) of the book Getting to Yes, about "interest-based" negotiation, as well as numerous other publications. After serving in World War II as a weather reconnaissance pilot, Fisher worked on the Marshall Plan in Paris under W. Averell Harriman.
Negotiation is a dialogue between two or more parties to resolve points of difference, gain an advantage for an individual or collective, or craft outcomes to satisfy various interests. The parties aspire to agree on matters of mutual interest. [ 1] The agreement can be beneficial for all or some of the parties involved.