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Edition | Availability |
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1
Getting together: building relationships as we negotiate
1989, Penguin Books
in English
0140126384 9780140126389
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2
Getting together: building a relationship that gets to yes
1988, Houghton Mifflin
in English
0395470994 9780395470992
|
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Libraries near you:
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Book Details
Table of Contents
Acknowledgments
Page vii
Contents
Page ix
Introduction
Page xi
I.
An Overview
1.
The Goal: A relationship that can deal well with differences
Page 3
2.
First Step: Disentangle relationship issues from substantive ones
Page 16
3.
A Strategy: Be unconditionally constructive
Page 24
II.
Basic Elements of a Working Relationship
4.
Rationality: Balance emotions with reason
Page 43
5.
Understanding: Learn how they see things
Page 64
6.
Communication: Always consult before deciding - and listen
Page 84
7.
Reliability: Be wholly trustworthy, but not wholly trusting
Page 107
8.
Persuasion, Not Coercion: Negotiate side by side
Page 132
9.
Acceptance: Deal seriously with those with whom we differ
Page 149
III.
The Elements as Parts of a Whole
10.
Congruence: Put it all together so that it fits
Page 173
A Note on "Tit-for-Tat"
Page 197
Analytical Table of Contents
Page 203
Table of Charts
Page 213
A Note on the Harvard Negotiation Project
Page 215
Edition Notes
Originally published: Boston : Houghton Mifflin, 1988.
On cover: Sequel to Getting to yes.
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- Created April 1, 2008
- 15 revisions
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