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Purpose and benefits

Negotiation is an important skill in many aspects of business and personal life. The authors claim that people can become more effective negotiators by moving from adversarial haggling to constructive joint problem-solving, a solution they call ‘principled negotiation’. Both Fisher and Ury have conducted negotiations at extremely high levels in business, politics, diplomacy, law, and international relations. They write with authority and have the experience to offer practical advice and insight into each stage of the negotiating process.