Getting together : building relationships as we negotiate / by Roger Fisher and Scott Brown.

Format:

Book

Author/Creator:

Fisher, Roger, 1922-2012.

Contributor:

Brown, Scott, 1956-

Language:

English

Subjects (All):

Negotiation.

Interpersonal relations.

Physical Description:

xv, 216 pages ; 20 cm

Place of Publication:

New York, N.Y. : Penguin Books, 1989.

Summary:

Expanding on the principles, insights, and wisdom that made Getting to Yes a worldwide bestseller, Roger Fisher and Scott Brown offer a straightforward approach to creating relationships that can deal with difficulties as they arise. Getting Together takes you step-by-step through initiating, negotiating, and sustaining enduring relationships -- in business, in government, between friends, and in the family.

Contents:

1. The Goal: A relationship that can deal well with differences 3

2. First Step: Disentangle relationship issues from substantive ones 16

3. A Strategy: Be unconditionally constructive 24

II. Basic Elements of a Working Relationship

4. Rationality: Balance emotions with reason 43

5. Understanding: Learn how they see things 64

6. Communication: Always consult before deciding

and listen 84

7. Reliability: Be wholly trustworthy, but not wholly trusting 107

8. Persuasion, Not Coercion: Negotiate side by side 132

9. Acceptance: Deal seriously with those with whom we differ 149

III. The Elements as Parts of a Whole

10. Congruence: Put it all together so that it fits 173.

Notes:

Originally published: Boston : Houghton Mifflin, 1988.

On cover: Sequel to Getting to yes.

ISBN:

0140126384

OCLC:

19458250