Getting Ready to Negotiate: The Getting to Yes Workbook

Be the first to write a review
Pick Up In Store

Pick Up in Store

Reserve and pick up in 60 minutes at your local store

Paperback
$13.98
BN.com price
$16.00 List Price (Save 13%)
Marketplace (New and Used)
from
$0.01
$16.00 List Price (Save 100%)
Usually ships in 1-2 business days
All (62)  
Used (53)  
New (9)  
Close
Sort by
Page 1 of 7
Showing 1 – 10 of 62 (7 pages)
$0.01
(Save 100%)
Better World Books Bargain
Seller since 2012

Feedback rating:

(17)

Condition:

New — never opened or used in original packaging.

Like New — packaging may have been opened. A "Like New" item is suitable to give as a gift.

Very Good — may have minor signs of wear on packaging but item works perfectly and has no damage.

Good — item is in good condition but packaging may have signs of shelf wear/aging or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Acceptable — item is in working order but may show signs of wear such as scratches or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Used — An item that has been opened and may show signs of wear. All specific defects should be noted in the Comments section associated with each item.

Refurbished — A used item that has been renewed or updated and verified to be in proper working condition. Not necessarily completed by the original manufacturer.

Good
100% Money Back Guarantee. Shows some signs of wear, and may have some markings on the inside. Shipped to over one million happy customers. Your purchase benefits world literacy!

Ships from: Mishawaka, IN

Usually ships in 1-2 business days

  • •Standard, 48 States
$0.01
(Save 100%)
Better World Books Bargain
Seller since 2012

Feedback rating:

(17)

Condition: Acceptable
100% Money Back Guarantee. Shows definite wear, and perhaps considerable marking on inside. Shipped to over one million happy customers. Your purchase benefits world literacy!

Ships from: Mishawaka, IN

Usually ships in 1-2 business days

  • •Standard, 48 States
$0.99
(Save 94%)
Books_and_Music_Galore
Seller since 2010

Feedback rating:

(190)

Condition: Very Good
8/1/1995 Paperback 1 Very Good 0140235310 (5-7) Additional items ship at a discounted rate (not free). Please ask for details. Please Note: All pictures are catalog/stock photos ... and NOT an actual picture of the actual item being sold. If you are looking for a particular edition (1st, revised, etc) or a particular cover art, please ask BEFORE buying. Also, hardcovers listed as good or acceptable probably do NOT have dust jackets, so please don't expect one. Finally, all items that weigh more than 8 ounces ship by media mail. Media mail can take anywhere from 4-14 business days, so please do not expect the item to arrive in a few days. Read more Show Less

Ships from: Ellenwood, GA

Usually ships in 1-2 business days

  • •Canadian
  • •International
  • •Standard, 48 States
  • •Standard (AK, HI)
  • •Express, 48 States
  • •Express (AK, HI)
$0.99
(Save 94%)
Got Books ma
Seller since 2007

Feedback rating:

(11914)

Condition: Very Good
1995 Paperback Item is in very good condition.

Ships from: Wilmington, MA

Usually ships in 1-2 business days

  • •Canadian
  • •International
  • •Standard, 48 States
  • •Standard (AK, HI)
  • •Express, 48 States
  • •Express (AK, HI)
$1.98
(Save 88%)
New Chapter Recycling
Seller since 2010

Feedback rating:

(3285)

Condition: Good

Ships from: Lakewood, WA

Usually ships in 1-2 business days

  • •Canadian
  • •International
  • •Standard, 48 States
  • •Standard (AK, HI)
  • •Express, 48 States
  • •Express (AK, HI)
$1.99
(Save 88%)
GreenEarthBooks
Seller since 2009

Feedback rating:

(4876)

Condition: Good
Light shelving wear with minimal damage to cover and bindings. Pages show minor use. Help save a tree. Buy all your used books from Green Earth Books. Read. Recycle and ... Reuse! Read more Show Less

Ships from: Portland, OR

Usually ships in 1-2 business days

  • •Canadian
  • •International
  • •Standard, 48 States
  • •Standard (AK, HI)
  • •Express, 48 States
  • •Express (AK, HI)
$1.99
(Save 88%)
thriftbooks-com
Seller since 2007

Feedback rating:

(5902)

Condition: Good
Light shelf wear and minimal interior marks. Millions of satisfied customers and climbing. Thriftbooks is the name you can trust, guaranteed. Spend Less. Read More.

Ships from: Auburn, WA

Usually ships in 1-2 business days

  • •Canadian
  • •International
  • •Standard, 48 States
  • •Standard (AK, HI)
  • •Express, 48 States
  • •Express (AK, HI)
$1.99
(Save 88%)
MotorCityBooks
Seller since 2009

Feedback rating:

(5051)

Condition: Good
Minimal damage to cover and binding. Pages show light use. With pride from Motor City. All books guaranteed. Best Service, Best Prices.

Ships from: Brownstown, MI

Usually ships in 1-2 business days

  • •Canadian
  • •Standard, 48 States
  • •Standard (AK, HI)
  • •Express, 48 States
  • •Express (AK, HI)
$1.99
(Save 88%)
Blue Cloud Books
Seller since 2010

Feedback rating:

(2520)

Condition: Good
Dust Cover Missing. This book has a light amount of wear to the pages, cover and binding. Blue Cloud Books ??? Hot deals from the land of the sun.

Ships from: Phoenix, AZ

Usually ships in 1-2 business days

  • •Canadian
  • •International
  • •Standard, 48 States
  • •Standard (AK, HI)
  • •Express, 48 States
  • •Express (AK, HI)
$1.99
(Save 88%)
Blue Cloud Books
Seller since 2010

Feedback rating:

(2520)

Condition: Good
This book has a light amount of wear to the pages, cover and binding. Blue Cloud Books ??? Hot deals from the land of the sun.

Ships from: Phoenix, AZ

Usually ships in 1-2 business days

  • •Canadian
  • •International
  • •Standard, 48 States
  • •Standard (AK, HI)
  • •Express, 48 States
  • •Express (AK, HI)
Page 1 of 7
Showing 1 – 10 of 62 (7 pages)
Close
Sort by
NOOK Book (eBook)
$12.99
BN.com price

Available on NOOK devices and apps

  • Nook Devices
  • NOOK
  • NOOK Color
  • NOOK Tablet
  • Tablet/Phone
  • NOOK for iPad
  • NOOK for iPhone
  • NOOK for Android
  • NOOK for Android (Tablet)
  • NOOK Kids for iPad
  • PC/Mac
  • NOOK Study
  • NOOK for PC
  • NOOK for Mac

Want a NOOK? Explore Now

More About This Book

Overview

This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.

Individuals, corporations, governments, and labor unions all over the world have utilized the negotiating principles in Getting to Yes--which has more than two million copies in print in 18 languages. This companion volume incorporates the book's fundamental philosophy and advice into a useful tool to help each reader design the negotiating strategy that best suits his/her situation.

Product Details

  • ISBN-13: 9780140235319
  • Publisher: Penguin Group (USA) Incorporated
  • Publication date: 8/28/1995
  • Pages: 224
  • Sales rank: 241,154
  • Series: Getting to Yes Workbook Series
  • Product dimensions: 7.50 (w) x 9.26 (h) x 0.58 (d)

Meet 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.

Table of Contents

Acknowledgments Using This Workbook
1. Introduction
2. In a Hurry?:
Sudden Prep Priority Prep THE SEVEN ELEMENTS OF NEGOTIATION

3. Interests: What Do People Really Want?
Forms: Interests I: Identify the Relevant Parties Interests 2: Clarify the Interests Interests 3: Probe for Underlying Interests

4. Options: What Are Possible Agreements or Bits of an Agreement?
Forms: Options 1: Create Options to Meet Interests Options 2: Find Ways to Maximize Joint Gains

5. Alternatives: What Will I Do If We Do Not Agree?
Forms: Alternatives 1: Think of My Alternatives to a Negotiated Agreement Alternatives 2: Select and Improve my BATNA Alternatives 3: Identify Alternatives Open to the Other Side Alternatives 4: Estimate Their BATNA

6. Legitimacy: What Criteria Will I Use to Persuade Each of Us That We Are Not Being Ripped Off?
Forms: Legitimacy 1: Use External Standards as a Sword and as a Shield Legitimacy 2: Use the Fairness of the Process to Persuade Legitimacy 3: Offer Them an Attractive Way to Explain Their Decision

7. Communication: Am I Ready to Listen and Talk Effectively?
Forms: Communication 1: Question My Assumptions and Identify Things to Listen For Communication 2: Reframe to Help Them Understand

8. Relationship: Am I Ready to Deal with the Relationship?
Forms: Relationship 1: Separate People Issues from Substantive Issues Relationship 2: Prepare to Build a Good Working Relationship

9. Commitment: What Commitments Should I Seek or Make?
Forms: Commitment 1: Identify the Issues to Be Included in the Agreement Commitment 2: Plan the Steps to Agreement

MOVING FROM PREPARATION TO NEGOTIATION

10. Getting Ready to Agree
Appendix A: Getting Better at Preparation Appendix B: A Preparation Tool Kit

Customer Reviews

Be the first to write a review
( 0 )

Rating Distribution

5 Star

(0)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Review Guidelines
Add Recommendations
Your Name: Create a Pen Name or Leave Anonymously

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identiy on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

We're sorry, but penname is already taken.

Please select one of the following:
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

penname is available!

By visiting the BN.com website or marking a purchase on BN.com, a User is deemed to have accepted the Terms of Use.

Continue Anonymously

Welcome, penname

You have successfully created your Pen Name. Start enjoying the benefits of the BN.com Community today.

If you find inappropriate content, please report it to Barnes & Noble
Why is this product inappropriate?
Comments (optional)
500 character limit