Friendly, Win-Win Negotiations in Business: Interest-Based Negotiation and "Getting to Yes"

ABOUT THIS This is a VERY SHORT book. In the negotiation classic "Getting to How to Negotiate Agreement Without Giving In," the concept of interest-based negotiation is defined and introduced, and it is presented as almost the ultimate power tool for adversarial negotiations, with someone more powerful than you, who is probably pulling dirty tricks. And interest-based negotiation may be part of such an ultimate power tool, but the author has gotten the most mileage out of interest-based negotiation in friendly negotiations (some would say "problem solving"), for example in information technology, where people come with requests (positional negotiation) that look good on paper, and the best way to deliver a shoe that fits well instead of a shoe that pinches is to identify the interests that motivated the request, and work to identify how to best address those interests. It IS possible to deliver a better solution than people usually ask for, and the key to this is interest-based negotiation. This book looks at interest-based negotiation in the context of friendly negotiations, and shows how it is an invaluable tool for win-win negotiations and problem solving. ABOUT THE Christos Jonathan Seth Hayward wears many hats as a author, philosopher, theologian, artist, poet, wayfarer, philologist, inventor, web guru, teacher. Some have asked, "If a much lesser C.S. Lewis were Orthodox, what would he be like?" And the answer may well be, "C.J.S. Hayward." Hayward has lived in the U.S., Malaysia, England, and France, and holds master's degrees bridging math and computers (UIUC), and philosophy and theology (Cambridge).