by Roger Fisher, William Ury · Seuil · tapa blanda · ISBN 9782020205122
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«Comment réussir une négociation ?» is the essay on negotiation by Roger Fisher and William Ury, published by Seuil in paperback (270 pages, in French).
The book sets out a negotiation method developed at the Harvard Negotiation Project to reach agreements that satisfy both parties. Against negotiation as a test of strength, it proposes separating problems from people, focusing on interests, generating new options and basing decisions on objective criteria. This revised edition includes detailed answers to ten frequently asked questions about applying the method in different situations.
Work originally published in English as «Getting to Yes: Negotiating Agreement Without Giving In». The 1994 French edition from Seuil is revised and expanded, with the participation of Bruce Patton.
Recommended for those who want to improve their negotiation skills in a professional or personal context, without resorting to confrontation or giving in completely.
Roger Fisher is an American guitarist primarily known as one of the founding members of the band Heart. His tenure lasted from 1967 until 1980. In 2013 Fisher was inducted into the Rock and Roll Hall of Fame as a member of Heart.
