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They give examples of dirty tricks that can be used in negotiation, such as lies, psychological abuse and pressure
tactics. They describe the 2 common responses seen, either of appeasement or reciprocal dirty tricks.
Instead they recommend a 3-pronged approach:
1. Recognition of the trick being played (so that you can ignore it)
2. Drawing attention to the trick being played
3. Negotiation about the negotiation itself i.e. about the rules with which the negotiation will be conducted
IV In Conclusion
The book advises the reader to practice using the method.
V Ten Questions
This section of the second edition considers 10 questions submitted to the authors by readers of the first edition,
and the authors responses to these.
External links
Google Books (http://books.google.com/books?id=sjH3emOkC1MC)
Retrieved from "http://www.wikisummaries.org/Getting_to_Yes"
Categories: Summaries | Self Help | Business, Investing, Finance | Bestsellers | Non-fiction | Published in 1981
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