Getting to Yes 英《谈判力》无需让步的说服艺术.docx
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Getting to Yes 英《谈判力》无需让步的说服艺术.docx
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GettingtoYes英《谈判力》无需让步的说服艺术
Getting+to+Yes+(英)+-+《谈判力》无需让步的说服艺术
Getting
to
YES
Negotiatinganagreementwithoutgivingin
RogerFisherandWilliamUry
WithBrucePatton,Editor
SecondeditionbyFisher,UryandPatton
RANDOMHOUSEBUSINESSBOOKS
1
GETTINGTOYES
Theauthorsofthisbookhavebeenworkingtogethersince1977.
RogerFisherteachesnegotiationatHarvardLawSchool,whereheisWillistonProfessor
ofLawandDirectoroftheHarvardNegotiationProject.RaisedinIllinois,heservedinWorld
WarIIwiththeU.S.ArmyAirForce,inPariswiththeMarshallPlan,andinWashington,D.C.,
withtheDepartmentofJustice.HehasalsopracticedlawinWashingtonandservedasa
consultanttotheDepartmentofDefense.Hewastheoriginatorandexecutiveeditorofthe
award-winningseriesTheAdvocates.Heconsultswidelywithgovernments,corporations,and
individualsthroughConflictManagement,Inc.,andtheConflictManagementGroup.
WilliamUry,consultant,writer,andlectureronnegotiationandmediation,isDirectorof
theNegotiationNetworkatHarvardUniversityandAssociateDirectoroftheHarvard
NegotiationProject.Hehasservedasaconsultantandthirdpartyindisputesrangingfromthe
Palestinian-IsraeliconflicttoU.S.-Sovietarmscontroltointracorporateconflictstolabor-
managementconflictataKentuckycoalmine.Currently,heisworkingonethnicconflictinthe
SovietUnionandonteacher-contractnegotiationsinalargeurbansetting.Educatedin
Switzerland,hehasdegreesfromYaleinLinguisticsandHarvardinanthropology.
BrucePatton,DeputyDirectoroftheHarvardNegotiationProject,istheThaddeusR.Beal
LectureronLawatHarvardLawSchool,whereheteachesnegotiation.Alawyer,heteaches
negotiationtodiplomatsandcorporateexecutivesaroundtheworldandworksasanegotiation
consultantandmediatorininternational,corporate,labor-management,andfamilysettings.
AssociatedwiththeConflictManagementorganizations,whichhecofoundedin1984,hehas
bothgraduateandundergraduatedegreesfromHarvard.
BooksbyRogerFisher
InternationalConflictandBehavioralScience:
TheCraigvillePaperseditorandco-author,
1964
InternationalConflictforBeginners1969
DearIsraelis,DearArabs:
AWorkingApproachtoPeace
1972
InternationalCrisesandtheRoleofLaw:
PointsofChoice1978
InternationalMediation:
AWorkingGuide;IdeasforthePractitionerwithWilliamUry,
1978
ImprovingCompliancewithInternationalLaw1981GettingTogether:
Building
RelationshipsAsWeNegotiate1988
BooksbyWilliamUry
BeyondtheHotline:
HowCrisisControlCanPreventNuclearWar1985
WindowsofOpportunity:
FromColdWartoPeacefulCompetitioninU.S.-Soviet
RelationseditedwithGrahamT.AllisonandBruceJ.Allyn,1989
GettingDisputesResolved:
DesigningSystemstoCuttheCostsofConflictwithJeanne
M.BrettandStephenB.Goldberg,1988
GettingPastNo:
NegotiatingwithDifficultPeople1991
2
Contents
Acknowledgments..................................................................................................................................................4
PrefacetotheSecondEdition...............................................................................................................................5
Introduction...........................................................................................................................................................6
ITHEPROBLEM.......................................................................................................................................................7
1.DON'TBARGAINOVERPOSITIONS..........................................................................................................................7
IITHEMETHOD.....................................................................................................................................................13
2.SEPARATETHEPEOPLEFROMTHEPROBLEM........................................................................................................13
3.FOCUSONINTERESTS,NOTPOSITIONS.................................................................................................................23
4.INVENTOPTIONSFORMUTUALGAIN...................................................................................................................31
5.INSISTONUSINGOBJECTIVECRITERIA................................................................................................................42
IIIYES,BUT.............................................................................................................................................................49
6.WHATIFTHEYAREMOREPOWERFUL?
..............................................................................................................50
7.WHATIFTHEYWON'TPLAY?
..............................................................................................................................54
8.WHATIFTHEYUSEDIRTYTRICKS?
....................................................................................................................64
IVINCONCLUSION...............................................................................................................................................71
VTENQUESTIONSPEOPLEASK.......................................................................................................................72
ABOUTGETTINGTOYES.........................................................................................................................................72
3
Acknowledgments
Thisbookbeganasaquestion:
Whatisthebestwayforpeopletodealwiththeir
differences?
Forexample,whatisthebestadviceonecouldgiveahusbandandwifegetting
divorcedwhowanttoknowhowtoreachafairandmutuallysatisfactoryagreementwithout
endingupinabitterfight?
Perhapsmoredifficult,whatadvicewouldyougiveoneofthemwho
wantedtodothesamething?
Everyday,families,neighbors,couples,employees,bosses,
businesses,consumers,salesmen,lawyers,andnationsfacethissamedilemmaofhowtogetto
yeswithoutgoingtowar.Drawingonourrespectivebackgroundsininternationallawand
anthropologyandanextensivecollaborationovertheyearswithpractitioners,colleagues,and
students,wehaveevolvedapracticalmethodfornegotiatingagreementamicablywithoutgiving
in.
Wehavetriedoutideasonlawyers,businessmen,governmentofficials,judges,prison
wardens,diplomats,insurancerepresentatives,militaryofficers,coalminers,andoilexecutives.
Wegratefullyacknowledgethosewhorespondedwithcriticismandwithsuggestionsdistilled
fromtheirexperience.Webenefitedimmensely.
Intruth,somanypeoplehavecontributedsoextensivelytoourlearningovertheyearsthat
itisnolongerpossibletosaypreciselytowhomweareindebtedforwhichideasinwhatform.
Thosewhocontributedthemostunderstandthatfootnoteswereomittednotbecausewethink
everyideaoriginal,butrathertokeepthetextreadablewhenweowesomuchtosomany.
Wecouldnotfailtomention,however,ourdebttoHowardRaiffa.Hiskindbutforthright
criticismhasrepeatedlyimprovedtheapproach,andhisnotionsonseekingjointgainsby
exploitingdifferencesandusingimaginativeproceduresforsettlingdifficultissueshaveinspired
sectionsonthesesubjects.LouisSohn,deviserandnegotiatorextraordinaire,wasalways
encouraging,alwayscreative,alwayslookingforward.Amongourmanydebtstohim,weowe
ourintroductiontotheideaofusingasinglenegotiatingtext,whichwecalltheOne-Text
Procedure.AndwewouldliketothankMichaelDoyleandDavidStrausfortheircreativeideas
onrunningbrainstormingsessions.
Goodanecdotesandexamplesarehardtofind.WearegreatlyindebtedtoJimSebeniusfor
hisaccountsoftheLawoftheSeaConferenceaswellasforhisthoughtfulcriticismofthe
method,toTomGriffithforanaccountofhisnegotiationwithaninsuranceadjuster,andto
MaryParkerFollettforthestoryoftwomenquarrelinginalibrary.
Wewantespeciallytothankallthosewhoreadthisbookinvariousdraftsandgaveusthe
benefitoftheircriticism,includingourstudentsintheJanuaryNegotiationWorkshopsof1980
and1981atHarvardLawSchool,andFrankSander,JohnCooper,andWilliamLincolnwho
taughtthoseworkshopswithus.Inparticular,wewanttothankthosemembersofHarvard's
NegotiationSeminarwhomwehavenotalreadymentioned;theylistenedtouspatientlythese
lasttwoyearsandofferedmanyhelpfulsuggestions:
JohnDunlop,JamesHealy,DavidKuechle,
ThomasSchelling,andLawrenceSusskind.Toallofourfriendsandassociatesweowemore
thanwecansay,butthefinalresponsibilityforthecontentofthisbooklieswiththeauthors;if
theresultisnotyetperfect,itisnotforlackofourcolleaguesefforts.
Withoutfamilyandfriends,writingwouldbeintolerable.Forconstructivecriticismand
moralsupportwethankCarolineFisher,DavidLax,FrancesTurnbull,andJaniceUry.
WithoutFrancisFisherthisbookwouldneverhavebeenwritten.Hehadthefelicityof
introducingthetwoofussomefouryearsago.
Finersecretarialhelpwecouldnothavehad.ThankstoDeborahReimelforherunfailing
competence,moralsupport,andfirmbutgraciousreminders,andtoDeniseTrybula,whonever
waveredinherdiligenceandcheerfulness.AndspecialthankstothepeopleatWordProcessing,
ledbyCynthiaSmith,whometthetestof
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- 关 键 词:
- 谈判力 Getting to Yes 谈判力无需让步的说服艺术 谈判 无需 让步 说服 艺术