What Are You G-e-t-t-i-n-g To?

Jeanette Nyden, Kate Vitasek and David Frydlinger

Chapter Chapter 1 in Getting to We, 2013, pp 7-21 from Palgrave Macmillan

Abstract: Abstract For more than thirty years, businesses have been indoctrinated with the idea that the prize in negotiation is to get the deal. The deal is the focus. Hundreds of books have been written to teach negotiation, from Getting to Yes, Geting Past No, Getting More to even the virtues of Start with No. The focus of these works is transactional in nature and has readers concentrating on the strategies and tactics for negotiating the deal. Negotiation is about “this deal,” “this time,” and under “this set of business and legal terms.” Negotiators think, “Get a signature, and you are done.” It is a done deal, and the deal is the deal.

Date: 2013
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-137-34415-1_2

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DOI: 10.1057/9781137344151_2

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