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Summary of Getting to yes: negotiating an agreement without giving in by Fisher a.o. - 3rd edition - Exclusive

Summaries per chapter with Getting to yes: negotiating an agreement without giving in

Table of contents

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

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