3-d Negotiation

Notes

Chapter 1

1

R. Fisher, W. Ury, and B. Patton, Getting to Yes: Negotiating Agreement Without Giving In (New York: Penguin, 1991); W. L. Ury, Getting Past No (New York: Bantam, 1991).

2

Here again, Fisher, Ury, and Patton are the trailblazers. Getting to Yes has done more to highlight the critical value of “interest-based” negotiations, as opposed to “positional bargaining,” than any other work on the subject. The first systematic exploration of the role of differences in deal design can be found in J. K. Sebenius, “Anatomy of Agreement,” (PhD diss. Harvard University Economics Department and Harvard Business School, Cambridge, MA, 1980); J. K. Sebenius, Negotiating the Law of the Sea: Lessons in the Art and Science of Reaching Agreement ...