Mark B
15-07-2009, 09:38 AM
The book that everyone thinks of first in negotiation is "Getting to Yes" by Fisher, Ury & Patton.
Bazerman & Neale opine in "Negotiating Rationally" that you don't always want to get to "yes".
I can only assume that there are many examples both in government relations and business relations, even personal relations, where getting to yes has subsequently proven to be a nightmare.
Can anyone give me an example?
Bazerman & Neale opine in "Negotiating Rationally" that you don't always want to get to "yes".
I can only assume that there are many examples both in government relations and business relations, even personal relations, where getting to yes has subsequently proven to be a nightmare.
Can anyone give me an example?