"Getting to Yes"
by Roger Fisher and William Ury
To be a good negotiator you have to be at once hard-nosed and flexible.
Fisher and Ury argue that the essence of principled negotiation is "being open to persuasion by objective facts," saying, for instance, "Let me show you where I have trouble following your reasoning," or "Correct me if I'm wrong ..."
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Last updated September 26 2008: 8:21 AM ET
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