Fashion Sale Hier klicken Sport & Outdoor b2s Cloud Drive Photos UHD TVs Learn More sommer2016 designshop Hier klicken Fire Shop Kindle PrimeMusic Summer Sale 16

Ihre Bewertung(Löschen)Ihre Bewertung


Derzeit tritt ein Problem beim Filtern der Rezensionen auf. Bitte versuchen Sie es später noch einmal.

am 9. Oktober 2005
"Getting to Yes" introduces the reader to the basic mechanics and methods of negotiation. Having read the book you should have an overview of the most common strategies and scenarios of most negotiating situations: how to deal with stronger or weaker counterparts, what if they play dirty, establishing your and their alternatives, overcoming personal differences etc.
The underlying principal is to negotiate in a professional way, guided by verifiable facts, fair rules and respect / trust. The book illustrates by a number of examples the benefits of such "principled negotiation."
Most proposals will seem quite familiar and common-sensical to most readers, the strength of the book is however to put them all together in a coherent and concise volume. Will it make you a super-negotiator overnight? Doubtful. But it might - and did for me - make one more conscious of how we actually negotiate, and why we succeed and fail.
I have one major criticism about the book though: It is based on the first editions, which have been left unedited. After the core text the authors have added a series of questions and answers they have been set about the book. A new edition would have deserved for these points to have been incorporated in the text, so that you can re-read a single section and have all the text at hand. This is just sloppy work in an otherwise good book.
0Kommentar| 11 Personen fanden diese Informationen hilfreich. War diese Rezension für Sie hilfreich?JaNeinMissbrauch melden
In virtually all circumstances where people are working together, they come to agreement in ways that short-change the interests of everyone involved. This landmark book shows practical ways to find out what other people want, and to devise better alternatives that create a "win" for everyone. The authors do a great job of overcoming the preconception that many hold that working on problems means that you have to be unpleasant. The advice to be hard on the problems and easy on the people (building a relationship) is a key concept that everyone can use. I have found this book to be one of the most helpful that I have every read, and I cite its lessons in my own book. I recently had a chance to use these principles in a negotiating workshop with veteran negotiators, and I was struck by how few people apply the lessons of GETTING TO YES. You will vastly improve your life if you read and practice the ideas in GETTING TO YES.
0Kommentar| 5 Personen fanden diese Informationen hilfreich. War diese Rezension für Sie hilfreich?JaNeinMissbrauch melden
am 14. Dezember 2003
This add on to Fisher & Ury's Classic "Harvard Concept" is a must have for every professional. Everyday we deal with negotionations and goals we are trying to accomplish. The concepts and ideas behind the book provide practical tools and advice for providing a climate for agreement without leaving one party with a bitter feeling. It is on university reading lists for MBA students as well as for psychologists. People in leadership positions cannot afford not to know it.
0Kommentar| 5 Personen fanden diese Informationen hilfreich. War diese Rezension für Sie hilfreich?JaNeinMissbrauch melden
am 19. Juni 2000
Rarely does one find a book that has so much applicability and also speaks with so much clarity. It's a "How to" book about negotiating, a skill that virtually everyone in life employs on a daily basis. You learn simple concepts that you can apply while getting some good anecdotal backbone that makes it very read-able. Those interested/working in politics and/or law will find it "up their alley" - but everyone would benefit from a read. I would put this book in there with the likes of "The Road Less Travelled", "How to Win Friends and Influence People", "The Meaning of Life" and probably the ubiquitous "Seven Habits..." - a group of works which all just teach you how to be a stellar human being. Well, gives you a map anyway, you have to walk the path yourself. Of course I'm still walking...
0Kommentar| 8 Personen fanden diese Informationen hilfreich. War diese Rezension für Sie hilfreich?JaNeinMissbrauch melden
am 22. Dezember 1999
Overall, I like this book a lot and I found it very useful.
Actually I didn't read through the whole book. Yet I did capture the key point of the book - 'Don't bargain over positions'. Then I used this principle-based negotiation in real life. For instance, when I am facing a challenge from my partner on my proposal, I won't fight back directly. I will first seek for the mutual interest, a common ground. Then I'll explain why I think my proposal can help achieve the mutual interest. Then I ask the opposing partner what he/she think and whether he/she wants to share any better proposal to achieve this mutual interest. If my/mutual interest can be satisfied, yet my partner has a better way to do it, then why not change my own proposal? I tried this approach several times and they all worked out pretty well. Most of the times I successfully convinced my partner without damaging relationship. A few times I changed my position yet I was still happy because I still had my interest satisfied.
Net, this book is really useful and recommend to BUY for everyone.
0Kommentar| 3 Personen fanden diese Informationen hilfreich. War diese Rezension für Sie hilfreich?JaNeinMissbrauch melden
am 28. Juni 2000
"Getting to Yes" consists of five basic ideas. One needs only to flip through the book's pages to identify its key elements. I found much of the information in "Getting to Yes" to be redundant and obvious. However, I cannot argue that the central ideas are well-supported. In fact, many are over supported with one similar example after another. The fact remains, negotiating is an art that takes years of pracitce to develop. While this book may add value to a scholastic reading assignment, it is very much like a book offering martial arts training. There is no substitute for hands-on experience. Although a quick read, "Getting to Yes" could have been summed up in half the pages.
0Kommentar| 6 Personen fanden diese Informationen hilfreich. War diese Rezension für Sie hilfreich?JaNeinMissbrauch melden
am 22. Februar 2000
I read this book as assigned reading for an International Relations course, and readily saw its relevance there. But I have also been able to apply the book's principles to everyday life -- with my coworkers, my wife, even my kids -- without damaging my relationships and still managing to keep everyone content. The central ideas about not digging in on positions and finding common ground, are key to this success. The book helped me open my eyes to realize that sometimes common ground is easier to find than I'd first thought, but it might not be what I'd first thought. I highly recommend this book!
0Kommentar| 3 Personen fanden diese Informationen hilfreich. War diese Rezension für Sie hilfreich?JaNeinMissbrauch melden
am 3. November 1998
Most negotiations are zero-sum games, i.e., you and the other side argue over a certain price--you take a one position: low price, other side takes the other position: high price. This is a fact Fisher and Ury naively try to deny. Their main idea is that you shouldn't argue from a position (high price/low price) but should try to find creative ways to mutually satisfy everyone's "shared and compatible interests." Yeah, of course, and they are right that sometimes these shared interests are overlooked, but the really difficult negotiations consist of both sides fighting over a fixed amount and there is nothing for the sides to do except take opposed positions.
What "shared and compatible interests" do you have with the car salesman or plaintiff's attorney who has the single-minded goal of taking as much money from you as possible? Even if there are shared interests, and you can enlarge the pie, there is still the hard zero-sum issue of how to divide the pie. For zero-sum negotiations (i.e., most of them) _Getting to Yes_ is not helpful. A much better book on negotiating is _The Art and Science of Negotiation_ by Howard Raiffa.
0Kommentar| 5 Personen fanden diese Informationen hilfreich. War diese Rezension für Sie hilfreich?JaNeinMissbrauch melden
In virtually all circumstances where people are working together, they come to agreement in ways that short-change the interests of everyone involved. This landmark book shows practical ways to find out what other people want, and to devise better alternatives that create a "win" for everyone. The authors do a great job of overcoming the preconception that many hold that working on problems means that you have to be unpleasant. The advice to be hard on the problems and easy on the people (building a relationship) is a key concept that everyone can use. I have found this book to be one of the most helpful that I have every read, and I cite its lessons in my own book. I recently had a chance to use these principles in a negotiating workshop with veteran negotiators, and I was struck by how few people apply the lessons of GETTING TO YES. You will vastly improve your life if you read and practice the ideas in GETTING TO YES.
0Kommentar| 2 Personen fanden diese Informationen hilfreich. War diese Rezension für Sie hilfreich?JaNeinMissbrauch melden
am 8. Januar 1998
The foundation of all great negotiation books, Getting to Yes gives you the real essence of mutual gains negotiation. It's a neat, concise, little paperback, and a fast read. It's so neat and concise, in fact, that you should buy multiple copies and hand them out to people you like - or to people you want to like you. I've read it a dozen or so times and I keep finding new insights. The main ideas of the book are that positional negotiation is pointless, and that our negotiations should focus on interests rather than positions. As far as I'm concerned, if that's the only thing you recall from reading this book, you'll have learned something indispensable. But, by the time you finish Getting to Yes, you'll be convinced that negotiation is a simple matter of figuring out what you really want, what the other side wants, and working out the space where those interests intersect -- despite the generalizations, deletions, and distortions the other side might use to confuse you. One of the leading fundamental constructs presented in Getting to Yes - which differs radically from my own number one tenet - is "separate the people from the problem." Getting to Yes proposes that problems exist objectively and can be analyzed on their own merits, independent of people's perceptions, attributions, and relationships. My contention is that a problem only exists to whatever extent it is perceived by the beholder. As such , there is no problem if you separate the people from it. In real life, it's impossible to disentangle people issues from discussions of "concrete substance." Regardless of the prescriptive in Getting to Yes, real problem solving negotiations require constant simultaneous attention to the problem and the people. The skills you really need to extract and understand others' perceived interests in the context of a relationship aren't taught in Getting to Yes. The book diagnoses the conditions that cause difficulty in negotiation, but doesn't offer all components of the cure. Nevertheless, one dose each of Sales Effectiveness Training and Getting to Yes should cure just about anything that ails any normal negotiation. As John Kenneth Galbraith says of Getting to Yes, "This is by far the best thing I've ever read about negotiation...equally relevant for the individual who would like to keep his friends, property, and income and the statesman who would like to keep the peace." What other endorsement do you need?
0Kommentar| 4 Personen fanden diese Informationen hilfreich. War diese Rezension für Sie hilfreich?JaNeinMissbrauch melden