När boken ”Getting to Yes” först kom ut 1981 revolutionerade den synen på förhandlingsteknik. Här var plötsligt utgångspunkten att båda sidor skulle få ut någon av förhandlingen, i stället för den gamla beprövade vinnar – och förlorarstrategin som dominerat tidigare.
6 steg mot ett ja!
Förhandlingsteknik ”Getting to yes” är en klassiker i förhandlingslitteraturen. Harvard Law School har destillerat innehållet till en process i sex steg.

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Harvard Law Schools förhandlingsprogram lyfter boken och de sex stegen som hjälper båda sidor i en förhandling att gemensamt nå fram till ett ja:
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


