GETTING TO YES Negotiating Agreement Without Giving In

The authors are principals at a Harvard-based program that studies and teaches negotiation. In this unabridged recording of their 1991 book, they explain the important differences between adversarial negotiating and negotiating within a framework of abstract principles. The source book was the first on negotiating that unpacked the schemas and strategies that drive various types of negotiation. It made sense in print and does so even more as an instructional audio. In terms of effectiveness, it puts to shame the audios of negotiating experts who are entertaining but who don't have the intellectual understanding of these scholars. An essential resource for any student of negotiating and a fine example of how good research and analytical thinking can be made into an appealing audio. T.W.
(c) AudioFile 2004, Portland, Maine [Published: FEB/ MAR 04]