Summary: LEARN THE SECRET TO SUCCESSFUL NEGOTIATION
One of the key business texts of the modern era, Getting to Yes has helped millions of people learn a better way to negotiate. Based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution, it offers listeners a straightforward, universally applicable method for negotiating personal and professional disputes—at home, in business, and with the people in any situation. Listen to Getting to Yes to learn, step by step, how to:
DISENTANGLE THE PEOPLE FROM THE PROBLEM
FOCUS ON INTERESTS, NOT POSITIONS
WORK TOGETHER TO FIND CREATIVE AND FAIR OPTIONS
NEGOTIATE SUCCESSFULLY WITH ANYBODY AT ANY LEVEL…Read more.
Good overview of the art of negotiations. Outlines several key work-flows you can adapt to fit a wide variety of situations and teaches you how to understand and counter the other person’s objections in order to find common ground to work from.
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Getting To Yes Audio Book by Roger Fisher and William Ury
In business, it is hard to get things done by yourself. Ultimately, you will need to collaborate with other people to achieve your vision. Business cannot exist without mutually beneficial transactions amongst different players in the marketplace. As a result, one should expect to be involved in negotiations as a part of being in business. Just because you do not know how to negotiate now does not mean that you cannot learn. Getting to Yes: Negotiating Agreement Without Giving is a great book on how anyone can become a great negotiator.
Getting to Yes is a classic business text that has stood the test of time for more than three decades. The authors of the book are Roger Fisher and William Ury. It is based upon the research of the Harvard Negotiation Project which is a group that specialized in helping different parties negotiate with each other. The whole premise behind the book is to negotiate towards scenarios where both parties win. This not only helps to facilitate an agreement, but it creates a goodwill which can be used as a foundation to build a long-term relationship between the parties involved.
One concept that is highlighted prominently in the book is that you have to separate people from their interests. Treat the people involved with respect and look towards ways that the interests of all parties can be addressed. It is not enough to know what a party is demanding, but you need to know why it is they are demanding what they want. Only then can outside the box solutions be realized.
One example that is used to illustrate this concept is the idea of two chefs negotiating over an orange. Only one orange remains yet both individuals require a full orange in their recipes. The obvious compromise of cutting the orange in half clearly will not work since each will be left with only half of what is needed. Getting to the core of the problem and asking the right questions will lead a negotiator to learn that one chef only needs the skin of the orange and the other chef only wants the juice. In this situation, understanding the underlying interests allows a compromise where both chefs can get what they want.
Another important concept that is brought up is that one needs to go into a negotiation knowing what the best alternative is if the negotiation fails. That scenario has to be well thought out ahead of time since one needs to know exactly what the failure looks like before you can assess what you are willing to give up. At this point, you should be able to set aside a red line that you will not give up based on this scenario prior to going into the negotiation. This allows a party to negotiate from strength so he does not back into a poor outcome.
Negotiation is an important skill that we must all learn if we want to succeed in life. Getting to Yes is a great instruction manual on how to become a better negotiator and thus a better business manager.