Getting Together: Building Relationships As We Negotiate

by Roger Fisher, Scott Brown

Overview

Expanding on the principles, insights, and wisdom that made Getting to Yes a worldwide bestseller, Roger Fisher and Scott Brown offer a straightforward approach to creating relationships that can deal with difficulties as they arise. Getting Together takes you step-by-step through initiating, negotiating, and sustaining enduring relationships -- in business, in government, between friends, and in the family.

Product Details

ISBN-13:	9781101665602
Publisher:	Penguin Publishing Group
Publication date:	09/01/1989
Sold by:	Penguin Group
Format:	eBook
Pages:	240
File size:	824 KB

About the Author

Roger Fisher is the Samuel Williston Professor of Law Emeritus, Director of the Harvard Negotiation Project, and the founder of two consulting organizations devoted to strategic advice and negotiation training.

Scott Brown is a negotiation expert and father of four children. After helping to launch the Harvard Negotiation Project, he spent ten years teaching, writing, and speaking about managing conflict and established the nonprofit Conflict Management Group to advise governments and nongovernment organizations on public conflicts worldwide.

Table of Contents

	Acknowledgments	xii
	Introduction	xi
I.	An Overview
1.	The Goal: A relationship that can deal well with differences	3
2.	First Step: Disentangle relationship issues from substantive ones	16
3.	A Strategy: Be unconditionally constructive	24
II.	Basic Elements of a Working Relationship
4.	Rationality: Balance emotions with reason	43
5.	Understanding: Learn how they see things	64
6.	Communication: Always consult before deciding--and listen	84
7.	Reliability: Be wholly trustworthy, but not wholly trusting	107
8.	Persuasion, Not Coercion: Negotiate side by side	132
9.	Acceptance: Deal seriously with those with whom we differ	149
III.	The Elements as Parts of a Whole
10.	Congruence: Put it all together so that it fits	173
	A Note on "Tit-for-Tat"	197
	Analytical Table of Contents	203
	Table of Charts	213
	A Note on the Harvard Negotiation Project	215