1、 The authors of this book have been working together since 1977. Roger Fisher teaches negotiation at Harvard Law School, where he is Williston Professor of Law and Director of the Harvard Negotiation Project. Raised in Illinois, he served in World War II with the U.S. Army Air Force, in Paris with t
2、he Marshall Plan, and in Washington, D.C., with the Department of Justice. He has also practiced law in Washington and served as a consultant to the Department of Defense. He was the originator and executive editor of the award-winning series The Advocates. He consults widely with governments, corpo
3、rations, and individuals through Conflict Management, Inc., and the Conflict Management Group. William Ury, consultant, writer, and lecturer on negotiation and mediation, is Director of the Negotiation Network at Harvard University and Associate Director of the Harvard Negotiation Project. He has se
4、rved as a consultant and third party in disputes ranging from the Palestinian-Israeli conflict to U.S.-Soviet arms control to intracorporate conflicts to labor- management conflict at a Kentucky coal mine. Currently, he is working on ethnic conflict in the Soviet Union and on teacher-contract negoti
5、ations in a large urban setting. Educated in Switzerland, he has degrees from Yale in Linguistics and Harvard in anthropology. Bruce Patton, Deputy Director of the Harvard Negotiation Project, is the Thaddeus R. Beal Lecturer on Law at Harvard Law School, where he teaches negotiation. A lawyer, he t
6、eaches negotiation to diplomats and corporate executives around the world and works as a negotiation consultant and mediator in international, corporate, labor-management, and family settings. Associated with the Conflict Management organizations, which he co founded in 1984, he has both graduate an
7、d undergraduate degrees from Harvard. Books by Roger Fisher International Conflict and Behavioral Science: The Craigville Papers editor and co-author, 1964 International Conflict for Beginners 1969 Dear Israelis, Dear Arabs: A Working Approach to Peace 1972 International Crises and the Role of Law:
8、Points of Choice 1978 International Mediation: A Working Guide; Ideas for the Practitioner with William Ury, 1978 Improving Compliance with International Law 1981 Getting Together: Building Relationships As We Negotiate 1988 Books by William Ury Beyond the Hotline: How Crisis Control Can Prevent Nuc
9、lear War 1985 Windows of Opportunity: From Cold War to Peaceful Competition in U.S.-Soviet Relations edited with Graham T. Allison and Bruce J. Allyn, 1989 Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict with Jeanne M. Brett and Stephen B. Goldberg, 1988 Getting Past No: Ne
10、gotiating with Difficult People 1991 2 Contents Acknowledgments .4 Preface to the Second Edition .5 Introduction.6 I THE PROBLEM.7 1.DONT BARGAIN OVER POSITIONS .7 II THE METHOD .13 2. SEPARATE THE PEOPLE FROM THE PROBLEM .13 3. FOCUS ON INTERESTS, NOT POSITIONS .23 4. INVENT OPTIONS FOR MUTUAL GAIN
11、 .31 5. INSIST ON USING OBJECTIVE CRITERIA .42 III YES, BUT. .49 6. WHAT IF THEY ARE MORE POWERFUL? .50 7. WHAT IF THEY WONT PLAY?.54 8. WHAT IF THEY USE DIRTY TRICKS?.64 IV IN CONCLUSION .71 V TEN QUESTIONS PEOPLE ASK.72 ABOUT GETTING TO YES .72 3 Acknowledgments This book began as a question: What
12、 is the best way for people to deal with their differences? For example, what is the best advice one could give a husband and wife getting divorced who want to know how to reach a fair and mutually satisfactory agreement without ending up in a bitter fight? Perhaps more difficult, what advice would
13、you give one of them who wanted to do the same thing? Every day, families, neighbors, couples, employees, bosses, businesses, consumers, salesmen, lawyers, and nations face this same dilemma of how to get to yes without going to war. Drawing on our respective backgrounds in international law and ant
14、hropology and an extensive collaboration over the years with practitioners, colleagues, and students, we have evolved a practical method for negotiating agreement amicably without giving in. We have tried out ideas on lawyers, businessmen, government officials, judges, prison wardens, diplomats, ins
15、urance representatives, military officers, coal miners, and oil executives. We gratefully acknowledge those who responded with criticism and with suggestions distilled from their experience. We benefited immensely. In truth, so many people have contributed so extensively to our learning over the yea
16、rs that it is no longer possible to say precisely to whom we are indebted for which ideas in what form. Those who contributed the most understand that footnotes were omitted not because we think every idea original, but rather to keep the text readable when we owe so much to so many. We could not fa
17、il to mention, however, our debt to Howard Raiffa. His kind but forthright criticism has repeatedly improved the approach, and his notions on seeking joint gains by exploiting differences and using imaginative procedures for settling difficult issues have inspired sections on these subjects. Louis S
18、ohn, deviser and negotiator extraordinaire, was always encouraging, always creative, always looking forward. Among our many debts to him, we owe our introduction to the idea of using a single negotiating text, which we call the One-Text Procedure. And we would like to thank Michael Doyle and David S
19、traus for their creative ideas on running brainstorming sessions. Good anecdotes and examples are hard to find. We are greatly indebted to Jim Sebenius for his accounts of the Law of the Sea Conference as well as for his thoughtful criticism of the method , to Tom Griffith for an account of his nego
20、tiation with an insurance adjuster, and to Mary Parker Follett for the story of two men quarreling in a library. We want especially to thank all those who read this book in various drafts and gave us the benefit of their criticism, including our students in the January Negotiation Workshops of 1980
21、and 1981 at Harvard Law School, and Frank Sander, John Cooper, and William Lincoln who taught those workshops with us. In particular, we want to thank those members of Harvards Negotiation Seminar whom we have not already mentioned; they listened to us patiently these last two years and offered many
22、 helpful suggestions: John Dunlop, James Healy, David Kuechle, Thomas Schelling, and Lawrence Susskind. To all of our friends and associates we owe more than we can say, but the final responsibility for the content of this book lies with the authors; if the result is not yet perfect, it is not for l
23、ack of our colleagues efforts. Without family and friends, writing would be intolerable. For constructive criticism and moral support we thank Caroline Fisher, David Lax, Frances Turnbull, and Janice Ury. Without Francis Fisher this book would never have been written. He had the felicity of introduc
24、ing the two of us some four years ago. Finer secretarial help we could not have had. Thanks to Deborah Reimel for her unfailing competence, moral support, and firm but gracious reminders, and to Denise Trybula, who never wavered in her diligence and cheerfulness. And special thanks to the people at Word Processing, led by Cynthia Smith, who met the test of
