Books for Arab American Heritage Month
In honor of Arab American Heritage Month in April, we are sharing books by Arab and Arab American authors that share their culture, history, and personal lives.
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Getting Ready to Negotiate
The Getting to Yes Workbook
This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.
Acknowledgments
Using This Workbook
1. Introduction
2. In a Hurry?:
Sudden Prep
Priority Prep
THE SEVEN ELEMENTS OF NEGOTIATION3. Interests: What Do People Really Want?
Forms: Interests I: Identify the Relevant Parties
Interests 2: Clarify the Interests
Interests 3: Probe for Underlying Interests
4. Options: What Are Possible Agreements or Bits of an Agreement?
Forms: Options 1: Create Options to Meet Interests
Options 2: Find Ways to Maximize Joint Gains
5. Alternatives: What Will I Do If We Do Not Agree?
Forms: Alternatives 1: Think of My Alternatives to a Negotiated Agreement
Alternatives 2: Select and Improve my BATNA
Alternatives 3: Identify Alternatives Open to the Other Side
Alternatives 4: Estimate Their BATNA
6. Legitimacy: What Criteria Will I Use to Persuade Each of Us That We Are Not Being Ripped Off?
Forms: Legitimacy 1: Use External Standards as a Sword and as a Shield
Legitimacy 2: Use the Fairness of the Process to Persuade
Legitimacy 3: Offer Them an Attractive Way to Explain Their Decision
7. Communication: Am I Ready to Listen and Talk Effectively?
Forms: Communication 1: Question My Assumptions and Identify Things to Listen For
Communication 2: Reframe to Help Them Understand
8. Relationship: Am I Ready to Deal with the Relationship?
Forms: Relationship 1: Separate People Issues from Substantive Issues
Relationship 2: Prepare to Build a Good Working Relationship
9. Commitment: What Commitments Should I Seek or Make?
Forms: Commitment 1: Identify the Issues to Be Included in the Agreement
Commitment 2: Plan the Steps to Agreement
MOVING FROM PREPARATION TO NEGOTIATION10. Getting Ready to Agree
Appendix A: Getting Better at Preparation
Appendix B: A Preparation Tool Kit
Using This Workbook
1. Introduction
2. In a Hurry?:
Sudden Prep
Priority Prep
THE SEVEN ELEMENTS OF NEGOTIATION3. Interests: What Do People Really Want?
Forms: Interests I: Identify the Relevant Parties
Interests 2: Clarify the Interests
Interests 3: Probe for Underlying Interests
4. Options: What Are Possible Agreements or Bits of an Agreement?
Forms: Options 1: Create Options to Meet Interests
Options 2: Find Ways to Maximize Joint Gains
5. Alternatives: What Will I Do If We Do Not Agree?
Forms: Alternatives 1: Think of My Alternatives to a Negotiated Agreement
Alternatives 2: Select and Improve my BATNA
Alternatives 3: Identify Alternatives Open to the Other Side
Alternatives 4: Estimate Their BATNA
6. Legitimacy: What Criteria Will I Use to Persuade Each of Us That We Are Not Being Ripped Off?
Forms: Legitimacy 1: Use External Standards as a Sword and as a Shield
Legitimacy 2: Use the Fairness of the Process to Persuade
Legitimacy 3: Offer Them an Attractive Way to Explain Their Decision
7. Communication: Am I Ready to Listen and Talk Effectively?
Forms: Communication 1: Question My Assumptions and Identify Things to Listen For
Communication 2: Reframe to Help Them Understand
8. Relationship: Am I Ready to Deal with the Relationship?
Forms: Relationship 1: Separate People Issues from Substantive Issues
Relationship 2: Prepare to Build a Good Working Relationship
9. Commitment: What Commitments Should I Seek or Make?
Forms: Commitment 1: Identify the Issues to Be Included in the Agreement
Commitment 2: Plan the Steps to Agreement
MOVING FROM PREPARATION TO NEGOTIATION10. Getting Ready to Agree
Appendix A: Getting Better at Preparation
Appendix B: A Preparation Tool Kit
About
This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.
Table of Contents
Acknowledgments
Using This Workbook
1. Introduction
2. In a Hurry?:
Sudden Prep
Priority Prep
THE SEVEN ELEMENTS OF NEGOTIATION3. Interests: What Do People Really Want?
Forms: Interests I: Identify the Relevant Parties
Interests 2: Clarify the Interests
Interests 3: Probe for Underlying Interests
4. Options: What Are Possible Agreements or Bits of an Agreement?
Forms: Options 1: Create Options to Meet Interests
Options 2: Find Ways to Maximize Joint Gains
5. Alternatives: What Will I Do If We Do Not Agree?
Forms: Alternatives 1: Think of My Alternatives to a Negotiated Agreement
Alternatives 2: Select and Improve my BATNA
Alternatives 3: Identify Alternatives Open to the Other Side
Alternatives 4: Estimate Their BATNA
6. Legitimacy: What Criteria Will I Use to Persuade Each of Us That We Are Not Being Ripped Off?
Forms: Legitimacy 1: Use External Standards as a Sword and as a Shield
Legitimacy 2: Use the Fairness of the Process to Persuade
Legitimacy 3: Offer Them an Attractive Way to Explain Their Decision
7. Communication: Am I Ready to Listen and Talk Effectively?
Forms: Communication 1: Question My Assumptions and Identify Things to Listen For
Communication 2: Reframe to Help Them Understand
8. Relationship: Am I Ready to Deal with the Relationship?
Forms: Relationship 1: Separate People Issues from Substantive Issues
Relationship 2: Prepare to Build a Good Working Relationship
9. Commitment: What Commitments Should I Seek or Make?
Forms: Commitment 1: Identify the Issues to Be Included in the Agreement
Commitment 2: Plan the Steps to Agreement
MOVING FROM PREPARATION TO NEGOTIATION10. Getting Ready to Agree
Appendix A: Getting Better at Preparation
Appendix B: A Preparation Tool Kit
Using This Workbook
1. Introduction
2. In a Hurry?:
Sudden Prep
Priority Prep
THE SEVEN ELEMENTS OF NEGOTIATION3. Interests: What Do People Really Want?
Forms: Interests I: Identify the Relevant Parties
Interests 2: Clarify the Interests
Interests 3: Probe for Underlying Interests
4. Options: What Are Possible Agreements or Bits of an Agreement?
Forms: Options 1: Create Options to Meet Interests
Options 2: Find Ways to Maximize Joint Gains
5. Alternatives: What Will I Do If We Do Not Agree?
Forms: Alternatives 1: Think of My Alternatives to a Negotiated Agreement
Alternatives 2: Select and Improve my BATNA
Alternatives 3: Identify Alternatives Open to the Other Side
Alternatives 4: Estimate Their BATNA
6. Legitimacy: What Criteria Will I Use to Persuade Each of Us That We Are Not Being Ripped Off?
Forms: Legitimacy 1: Use External Standards as a Sword and as a Shield
Legitimacy 2: Use the Fairness of the Process to Persuade
Legitimacy 3: Offer Them an Attractive Way to Explain Their Decision
7. Communication: Am I Ready to Listen and Talk Effectively?
Forms: Communication 1: Question My Assumptions and Identify Things to Listen For
Communication 2: Reframe to Help Them Understand
8. Relationship: Am I Ready to Deal with the Relationship?
Forms: Relationship 1: Separate People Issues from Substantive Issues
Relationship 2: Prepare to Build a Good Working Relationship
9. Commitment: What Commitments Should I Seek or Make?
Forms: Commitment 1: Identify the Issues to Be Included in the Agreement
Commitment 2: Plan the Steps to Agreement
MOVING FROM PREPARATION TO NEGOTIATION10. Getting Ready to Agree
Appendix A: Getting Better at Preparation
Appendix B: A Preparation Tool Kit
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