Library · Tag
Negotiation
An annotated collection of 2 books on negotiation, spanning 1981 to 2016. Featuring works by Roger Fisher & William Ury, Chris Voss & Tahl Raz — each with editorial commentary oriented to digital product practice.
Getting to Yes: Negotiating Agreement Without Giving In
Roger Fisher & William Ury, 1981 · Houghton Mifflin (3rd edition with Bruce Patton, 2011)
Fisher and Ury's book introduced principled negotiation: separate people from the problem, focus on interests rather than positions, generate options for mutual gain, insist on objective criteria. The method is now stand…
Never Split the Difference: Negotiating As If Your Life Depended On It
Chris Voss & Tahl Raz, 2016 · HarperBusiness
Voss was the FBI's lead international kidnapping negotiator, and the book is his account of the techniques he developed applied to ordinary negotiation — mirroring, labelling, calibrated questions, tactical empathy. The…