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Book "Negotiations Without Defeat. The Harvard Method"
Book "Negotiations Without Defeat. The Harvard Method"

The desires and interests of the people around us, including us, differ significantly. Not every one of us is ready to give in or miss out on something. But in order to live harmoniously in society, it is necessary to look for a common language to resolve conflicts. One of the best books on negotiation, Negotiating Without Defeat, teaches this.

Who are the authors?

One of the authors of “Negotiations without defeat. The Harvard Method” R. Fisher is director of the Harvard Negotiation Project and lectures at the College of Law. On negotiations, he cooperates with Cambridge, many companies and the government.

Co-author W. Urey, one of the founders of the Negotiation Project at Harvard, has been involved as a consultant in resolving various conflicts: strikes in Kentucky, the Middle East and the Balkan wars. Among those who turn to him for advice are the Pentagon, Ford, the Treasury and the US State Department.

Another co-author of Negotiating Withoutdefeat. The Harvard Method” B. Patton also leads negotiation projects at Harvard, and as a well-known lawyer, he teaches law, teaches heads and employees of state corporations the art of negotiation.

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What is the book about?

Negotiations are an integral part of everyone's life. Each of us is involved in negotiations from the very moment we begin to learn to speak. Persuading to buy a toy, the child negotiates with his parents, which he does not always succeed in. Basic skills are not enough to become a winner. Each such process is unique, and it will not be possible to write an ideal scenario for it. But you can apply techniques and techniques that have always worked and continue to do so.

Now there is a lot of literature on the art of negotiation, but the book “Negotiations without defeat. The Harvard Method" deserves special attention, as it was written by the leading experts of Harvard. It is intended not only for beginners, but also for professionals. The information here is clearly structured, everything is described in detail, and many of the methods and techniques proposed by the authors of the book will open in a new light.

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Who will benefit?

The book will be of interest to all readers, even those who, it would seem, are not directly related to the negotiations. In fact, the negotiations that we have every day with parents, neighbors, children, employers are no different from business ones. In many trainings, they inspire the idea that the firstThe opinion that is formed about a person is difficult to change. And they forget about the basic wisdom - to separate the person from the problem. In reviews of the book “Negotiations without defeat. The Harvard Method" readers write that it contains answers to many questions.

The book will bring invaluable benefits to those who are tired of conflicts at work and at home. The simple examples given in the book will teach you to understand opponents not by the words they say out loud, but by the context that carries information about unmet needs. Enterprise managers will find on the pages of “Negotiations without defeat. The Harvard Method” advice on how to strengthen the business, push subordinates to new ideas, and get the necessary information. The step-by-step instructions for brainstorming provided here are useful for everyone.

What can you learn?

  1. Perceive competitors not as enemies, but as accomplices in conflict resolution.
  2. To negotiate at the highest level and maintain good relations with the enemy.
  3. Keep calm during negotiations.
  4. Read between the lines, take interests, not positions seriously.
  5. Learn ways to end negotiations for mutual benefit.
  6. Build relationships with your own team.
  7. Negotiate the BAT method when all the advantages are on the other side.
  8. Apply new knowledge and negotiation skills with less risk.
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How does a book work?

"Negotiations without defeat. Harvard Method"consists of four parts: "Problem", "Method", "Yes, but …", "In conclusion". In the first part, there is only one chapter "Do not conduct positional bargaining." The author explains that no matter what and whom the discussion concerns - the state or family members, each of the parties is forced to make concessions in reaching a compromise. When negotiators limit themselves to positions, it is impossible to reach an agreement. Such negotiations turn into a contest of wills.

The four chapters of the second part of the "Method" tell how to reach an agreement that satisfies the interests of all negotiators. The unwillingness to treat another person as a person can catastrophically affect the negotiation process. Putting forward and rejecting demands, both sides of the conflict treat the problem and the person as one and the same factor. This applies not only to business negotiations, but also to family relationships. Often, simple words like "What a mess in the room" that are said to indicate a problem are taken as a personal accusation.

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What is NAOS?

In three chapters of the third part of “Negotiations without defeat. The Harvard method” explains that the inability to separate the person from the problem is a big mistake. When the emotional intensity reaches the limit, people who do not want to understand each other slide into personal insults. The author argues that "understanding the other person's point of view is not a cost, but an advantage."

When entering into negotiations, all parties to the conflict most often have a comfort zone,maximum and minimum options. This approach is outdated. Pressure and aggression will not only confuse an inexperienced opponent, but also an experienced negotiator. The author proposes to consider the best alternative to the agreement under discussion (NAOS). A good negotiator not only takes into account the wishes of opponents, but also looks for criteria that can be used as an argument. Objective criteria can be used as both a sword and a shield.

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In the fourth chapter, "Conclusion", the author explains that there is nothing in the book that a person does not know from life experience, but it will help to connect this experience and common sense, which will create a useful basis for reflection and action. As readers write in reviews, “Negotiations without defeat. The Harvard Method” helps to move in the right direction. By putting what you learn from this book into practice, you can best deal with difficulties and win negotiations.

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