Rethinking the Method of Principled Negotiation--1981-2011

Preprint OPEN
Yoshiaki Nomura;
(2012)
  • Subject: Principled Negotiation, Interest-based Negotiation, Getting to Yes, Elements of Negotiation

Fisher, Ury & Patton's Getting to Yes has established the Seven Elements of Negotiation and shows what a "theory for practitioners" should be. However, the following three points, among others, should be given reconsideration. First, though various authors support the f... View more
  • References (7)

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    Fisher, Ury & Patton 1991. Roger Fisher,William Ury and Bruce Patton,Getting To Yes (Penguin, 2d ed., 1991).金山宣夫、浅井和子訳『新版ハーバード流交渉術』(TBS ブリタニカ、1998).

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    Fisher & Shapiro 2005. Roger Fisher and Daniel Shapiro, Beyond Reason: Using Emotions as You Negotiate (2005).印南一路訳『新ハーバード流交渉術-感情をポジ ティブに活用する』(講談社、2006)).

    野村 2004. 野村美明「法律家としての交渉力を高めるために―経験から学べるか」『月 刊司法書士』平成 16 年7月号(№389)(2004). http://www2.osipp.osaka-u.ac.jp/~nomura/profile/ronbun/genkou/shiho.pdf.

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