Getting to Yes presents a method for negotiating personal and professional disputes without getting taken, and without getting angry. It offers a concise, step-by-step, strategy for coming to mutually acceptable agreements. Based on the work of the Harvard Negotiation Project, Getting to Yes describes how to separate the people from the problem, focus on interests, not positions, work together to create opinions that will satisfy both parties, and negotiate with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks".
The Program on Negotiation is a university consortium that is committed to developing the theory and practice of negotiation, nurturing the next generation of negotiation teachers and scholars, and to helping students become more effective negotiators through research, seminars, courses, conferences, publications and special events. Their web page includes some basic articles, blog posts, and links to subscription journals.
An overview of negotiations theory, this article provides multiple links to further articles on the topics it discusses. There is also an extensive reference list that can be used to further explore theories on negotiations.
It is possible to learn simple gestures that, with practice, will effectively empower our words and give us an advantage at the negotiating table.
Apart from gestures that will make our words resonate and put us in a favorable position within a negotiation, there are also a series of reactions that we can observe in our counterparts to determine how comfortable they are with the options we are presenting to them. The nonverbal negotiation skills taught in this article are meant to accompany the propositional method of negotiation outlined in Roger Fisher´s book, “Getting to Yes”.
Watershed Associates is a team of negotiation experts who provide training and consulting on negotiation. Their web page includes a negotiations blog and a resources section, with a recommended reading list and several articles on the art of negotiation and why one should negotiate.