Description
This groundbreaking guide presents a proven method for negotiating agreements that benefits all parties involved. Rather than relying on positional bargaining or aggressive tactics, the approach focuses on identifying underlying interests, separating people from problems, and generating creative solutions that expand the pie rather than fight over it. By anchoring discussions in objective criteria and principled reasoning, negotiators can reach mutually beneficial agreements without sacrificing their core needs or resorting to ultimatums. Whether navigating business deals, personal disputes, or international conflicts, this framework transforms negotiation from a zero-sum competition into a collaborative problem-solving process. A seminal work that has influenced negotiators, mediators, and leaders across industries for decades.
Available Editions
paperback
Penguin
Published Jan 1, 1991
228 pages
ISBN: 9780140157352
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Details
First Published
1981
Language
en
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