Getting to Yes¶
Fisher, R., Ury, & Patton, B. (1991). Getting to Yes: Negotiating Agreement Without Giving In. Penguin.
Cited by¶
2 citations across 2 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.
Verification¶
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