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  2. Getting to Yes - Wikipedia

    en.wikipedia.org/wiki/Getting_to_Yes

    The next four chapters describe the method of principled negotiation which was developed at the Harvard Negotiation Project (part of the Program on Negotiation consortium) by Fisher, Ury, and Patton. [9] The purpose of principled negotiation is to "decide issues on their merits rather than through a haggling process".

  3. Negotiation - Wikipedia

    en.wikipedia.org/wiki/Negotiation

    Another view of negotiation comprises four elements: strategy, process, tools, and tactics. The Strategy comprises top-level goals. Which typically include the relationship and the outcome. Processes and tools include the steps to follow and roles to take in preparing for and negotiating with the other parties.

  4. Negotiation theory - Wikipedia

    en.wikipedia.org/wiki/Negotiation_theory

    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. These theories are interleaved and should be ...

  5. Book review: Trump Style Negotiation - AOL

    www.aol.com/news/2008-04-09-book-review-trump...

    Looking to learn more about this art form, I started googling around for books on negotiation and saw some good reviews of Trump Style Negotiation: Powerful Strategies and Tactics for Mastering ...

  6. Best alternative to a negotiated agreement - Wikipedia

    en.wikipedia.org/wiki/Best_alternative_to_a...

    Some people may adopt aggressive, coercive, threatening and/or deceptive techniques. This is known as a hard negotiation style; [8] a theoretical example of this is adversarial approach style negotiation. [8] Others may employ a soft style, which is friendly, trusting, compromising, and conflict avoiding. [3]

  7. Mutual Gains Approach - Wikipedia

    en.wikipedia.org/wiki/Mutual_Gains_Approach

    By identifying criteria or principles that support or guide difficult allocation decisions, parties at the negotiating table can help the groups or organizations they represent to understand why the final package is not only supportable, but fundamentally “fair.” [20] This improves the stability of agreements, increases the chances of ...

  8. William Ury - Wikipedia

    en.wikipedia.org/wiki/William_Ury

    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.

  9. Harvard Negotiation Project - Wikipedia

    en.wikipedia.org/wiki/Harvard_Negotiation_Project

    The stated aims and goal of the project, according to the Harvard Law School site is as follows: [3]. The mission of the Harvard Negotiation Project (HNP) is to improve the theory and practice of conflict resolution and negotiation by working on real world conflict intervention, theory building, education and training, and writing and disseminating new ideas.