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Roger Fisher

Roger D. Fisher was Samuel Williston Professor of Law at Harvard Law School and director of the Harvard Negotiation Project. He was the co-author (with William Ury) of the book Getting to Yes, about "interest-based" negotiation, as well as numerous other publications.
godine života: 28 maja 1922 25 avgusta 2012

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b3952001779je citiraoпре 2 године
How do you identify interests?
b3952001779je citiraoпре 2 године
position is likely to be concrete and explicit; the interests underlying it may well be unexpressed, intangible, and perhaps inconsistent. How do you go about understanding the interests involved in a negotiation, remembering that figuring out their interests will be at least as important as figuring out yours?

Ask “Why?” One basic technique is to put yourself in their shoes. Examine each position they take, and ask yourself “Why?”
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