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Getting to Yes: Negotiating Agreement Without Giving In is a best-selling 1981 non-fiction book by Roger Fisher and William Ury. Subsequent editions in 1991 and 2011 added Bruce Patton as co-author. All of the authors were members of the Harvard Negotiation Project. The book suggests a method of principled negotiation consisting of "separate the people from the problem"; "focus on interests, not positions"; "invent options for mutual gain"; and "insist on using objective criteria". Although influential in the field of negotiation, the book has received criticisms.

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rdf:type	Thing bibo:Book schema:Book schema:CreativeWork work Text (literary theory) wikidata:Q386724 Book yago:WikicatBusinessBooks yago:WikicatSelf-helpBooks yago:Artifact100021939 yago:Book106410904 yago:Creation103129123 yago:Object100002684 yago:PhysicalEntity100001930 yago:Product104007894 yago:Publication106589574 yago:Work104599396 book written work yago:Whole100003553 yago:Wikicat1981Books umbel-rc:Book_CW
rdfs:label	الوصول إلى «نعم» (ar) Harvard-Konzept (de) Getting to Yes (en) Excellent onderhandelen (nl) Dochodząc do TAK (pl)
rdfs:comment	الوصول إلى نعم: التفاوض على الاتفاقية دون الاستسلام، هو كتاب غير خيالي الأكثر مبيعًا لعام 1981 من تأليف روجر فيشر وويليام يوري. أضافت الطبعات اللاحقة في 1991 و2011 بروس باتون مؤلفًا مشاركًا. كان جميع المؤلفين أعضاء في مشروع مفاوضات هارفارد. يقترح الكتاب طريقة للتفاوض المبدئي تتكون من «فصل الناس عن المشكلة» و«التركيز على المصالح لا المواقف» و«ابتكار خيارات لتحقيق مكاسب متبادلة» و«الإصرار على استخدام معايير موضوعية». رغم تأثيره في مجال التفاوض، فقد تلقى الكتاب انتقادات. (ar) Getting to Yes: Negotiating Agreement Without Giving In is a best-selling 1981 non-fiction book by Roger Fisher and William Ury. Subsequent editions in 1991 and 2011 added Bruce Patton as co-author. All of the authors were members of the Harvard Negotiation Project. The book suggests a method of principled negotiation consisting of "separate the people from the problem"; "focus on interests, not positions"; "invent options for mutual gain"; and "insist on using objective criteria". Although influential in the field of negotiation, the book has received criticisms. (en) Dochodząc do TAK. Negocjowanie bez poddawania się (ang. – Getting to YES – Negotiating Agreement Without Giving In) – wydana w 1981 książka poświęcona negocjacjom, która stała się jedną z najważniejszych pozycji na ten temat. Drugie, poszerzone wydanie Dochodząc do TAK ukazało się w 1991. Polskie wydania ukazały się w 1990 (przekład pierwszego) i w 1994 (przekład drugiego; wznawiany wielokrotnie w latach następnych). Autorami książki byli Roger Fisher, profesor z Uniwersytetu Harvarda, szef Harvard Negotiation Project oraz William Ury. W drugim wydaniu współautorem został Bruce Patton. (pl) Das Harvard-Konzept (auch Harvard-Ansatz, Harvard-Prinzip oder Harvard-Modell) beschreibt zentrale Merkmale des sachbezogenen Verhandelns. Die darin enthaltenen Prinzipien formulierte der amerikanische Rechtswissenschaftler Roger Fisher im Jahr 1981 gemeinsam mit William Ury in dem Buch Getting to Yes (deutscher Titel: Das Harvard-Konzept). Später kam Bruce Patton hinzu. Das Konzept beruht auf dem Harvard Negotiation Project der Harvard-Universität. Es ist ein Teil des Program on Negotiation (‚Verhandlungsprogramm‘) der Harvard Law School. (de) Excellent onderhandelen: een praktische gids voor het best mogelijke resultaat in iedere onderhandeling (oorspronkelijk Getting to Yes: Negotiating Agreement Without Giving In) is een boek van en uit 1981 dat de van onderhandelen bespreekt. In 1991 verscheen een hernieuwde druk waarbij co-auteur was. Het boek geldt sinds de eerste druk als het standaardwerk op het gebied van onderhandelen. Het boek probeert een tussenvorm te geven tussen hard en zacht onderhandelen. (nl)
foaf:name	Getting to YES (en)
name	Getting to YES (en)
foaf:depiction
dc:publisher	Houghton Mifflin
dcterms:subject	1981 non-fiction books Business books Collaborative non-fiction books Personal development Dispute resolution Negotiation
Wikipage page ID	23892201 (xsd:integer)
Wikipage revision ID	1071902184 (xsd:integer)
Link from a Wikipage to another Wikipage	Camp David Accords Carrie Menkel-Meadow Precedent Psychology Roger Fisher (academic) Rogerian argument List of books about negotiation Humana Joint venture Best alternative to a negotiated agreement University of Geneva University of Michigan 1981 non-fiction books Business books Collaborative non-fiction books Conflict resolution research Saddam Hussein Negotiation Total loss Egypt–Israel peace treaty Brainstorming Munich Agreement Critical thinking Cross-cultural Sinai Peninsula Feminism Houghton Mifflin Program on Negotiation Sovereignty Waco siege Harvard Negotiation Project James J. White Adolf Hitler Personal development Alternative dispute resolution Forbes Otago Law Review Gerald M. Steinberg Dispute resolution Negotiation Jack Sprat William McCarthy, Baron McCarthy Thirty-Six Stratagems Claims adjuster Neville Chamberlain Market value William Ury Negotiation theory Social services Social work Jujitsu Florida Blue Chris Voss Never Split the Difference Law of the Sea

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