Getting to Yes¶
Fisher, R., Ury, W., & Patton, B. (1991). Getting to Yes: Negotiating Agreement Without Giving In. Penguin Books.
Cited by¶
5 citations across 5 artifacts.
Each citation links to the sentence it supports in the citing article.
Primes¶
- Preference Heterogeneity and Conflict
- Negotiation and dispute resolution: Labor-management conflicts (workers want higher wages and better conditions, managers want lower labor costs and operational flexibility), environmental disputes (development advocates want economic growth, conservation advocates want ecosystem preservation), family inheritance disputes (different heirs value different uses or recipients of assets), real-estate bargaining (sellers want high prices, buyers want low prices), domains Fisher, Ury, and Patton (1991) treat in their canonical negotiation framework.
This sourceCanonical practical-negotiation framework: catalogs labor, environmental, family, and commercial disputes as canonical preference-heterogeneity contexts requiring principled aggregation mechanisms.
- Negotiation and dispute resolution: Labor-management conflicts (workers want higher wages and better conditions, managers want lower labor costs and operational flexibility), environmental disputes (development advocates want economic growth, conservation advocates want ecosystem preservation), family inheritance disputes (different heirs value different uses or recipients of assets), real-estate bargaining (sellers want high prices, buyers want low prices), domains Fisher, Ury, and Patton (1991) treat in their canonical negotiation framework.
- Presupposition Smuggling
- In diplomacy, a position-paper preamble whose presuppositions go unchallenged becomes acquis in subsequent rounds.
This sourceDescribes the single-negotiating-text (one-text) procedure, in which a working text whose provisions go unchallenged becomes the accepted baseline carried into subsequent rounds.
- In diplomacy, a position-paper preamble whose presuppositions go unchallenged becomes acquis in subsequent rounds.
Mechanisms¶
- Interest-Based Bargaining Protocol
- Anchoring each side on its walk-away keeps the deal grounded in real alternatives rather than bluster.
This sourceDefines a BATNA as the real alternative to a negotiated agreement and uses it as the standard against which a proposed deal is evaluated.
- Anchoring each side on its walk-away keeps the deal grounded in real alternatives rather than bluster.
- Mediation Session Protocol
- Its strength is reopening space that positional deadlock had sealed
This sourceShows how moving beyond positional bargaining can reopen negotiation around underlying interests and mutual-gain options.
- Its strength is reopening space that positional deadlock had sealed
- Redundancy or Substitute Build Plan
- Building a real alternative is the concrete way to improve your fallback position against a counterparty who would otherwise dictate terms.
This sourceArgues that developing a real best alternative improves bargaining power and protects against terms imposed by a stronger counterparty.
- Building a real alternative is the concrete way to improve your fallback position against a counterparty who would otherwise dictate terms.
Verification¶
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Links previously used in the corpus¶
Before the registry existed this work was also linked 3 other ways.
- https://books.google.com/books/about/Getting_to_Yes.html?id=_IxpAAAAMAAJ ×1
- https://search.worldcat.org/title/1410436867 ×1
- https://search.worldcat.org/title/Getting-to-yes-%3A-negotiating-agreement-without-giving-in/oclc/1410436867 ×1
Registry ID ref:c78ab1576f53 · see in the full table