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Getting Together: Building Relationships As We Negotiate Paperback – September 1, 1989
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About the Author
Scott Brown is a negotiation expert and father of four children. After helping to launch the Harvard Negotiation Project, he spent ten years teaching, writing, and speaking about managing conflict and established the nonprofit Conflict Management Group to advise governments and nongovernment organizations on public conflicts worldwide.
Top Customer Reviews
Perhaps this is because _Getting to Yes_ and _Getting Past No_ are so amazingly good that the level of analysis simply wasn't sustainable for a third book. Or perhaps it's I personally tend to think by analogy and had already started applying the concepts in the first two books to non-business settings. In any event, I found the concepts obvious and the discussions banal.
The quality of the later books seems to return to the same high level as GTY and GPN. For example, _Difficult Conversations_, though not strictly a book "about negotiation," is very fine, although not as easy a read as the other two.
Bottom line? Useful if you haven't figured out on your own how to apply the concepts of principled negotiation to your personal life. Otherwise, skip it.
There was also an annoying moral equivalency portrayed throughout the book between the U.S. and the Soviet Union. I understand that part of the book emphasizes the importance of understanding how your negotiating partner perceives you, but the tone of these examples was not simply instructional, but rather seemed to contain a lot of unnecessary contempt for the Reagan administration.
These include: keeping reason rather than emotion firmly in the driver's seat (Rationality); making the effort to learn where someone else is coming from (Understanding); always consulting those who will be significantly affected by a decision before making it, and actually taking their feedback into account (Communication); not being overly trusting, but impeccably trustworthy (Reliability); dealing with others using persuasive rather than coercive tactics (Persuasion); recognizing the other's right to differ without necessarily approving of their position (Acceptance).Read more ›
Most Recent Customer Reviews
It states as new. Some are very yellowish color instead of white. They should be stated as rather old color instead of new.Published on June 27, 2013 by Eiko Gornstein
Roger Fisher and Scott Brown's GETTING TOGETHER: BUILDING RELATIONSHIPS AS WE NEGOTIATE is the sequel to the best-selling GETTING TO YES and pairs Jim Bond's avid and smooth... Read morePublished on February 11, 2010 by Midwest Book Review
If you really care about your self-development, read it.Published on February 6, 2005 by Lightworker