Ge tt ing t o Y e s

Dec 18, 2025

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"Getting to Yes" by Roger Fisher and William Ury, presented by Abdulla Alkooheji, explores effective negotiation techniques. The guide discusses critical concepts such as separating people from problems, focusing on interests rather than positions, and generating options for mutual gain. It also addresses challenges like dealing with powerful opponents and handling dirty tricks. This comprehensive outline provides essential methods and practical insights, ensuring readers can apply these strategies to achieve successful negotiations.

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Ge tt ing t o Y e s

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Presentation Transcript

Getting to Yes Presenter: Abdulla Alkooheji By: Roger Fisher and William Ury
Outline • The Problem • The Method • Separate the people from the problem. • Focus on interests, not positions. • Generate options for mutual gain. • Yes, But... • What if they are more powerful? • What if they use dirty tricks? • In Conclusion • Ten Questions
The Problem • Negotiation style • Hard. • Soft. • Neither hard nor soft. (Negotiation on its merits)
The Method • Separate the people from the problem. • Focus on interests, not positions. • Generate options for mutual gain.
Yes, But... • What if they are more powerful? • What if they use dirty tricks?
In Conclusion • Practice using the method.
Ten Questions • Responded For the reader questing.
TheEnd