Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher & William L. Ury & Bruce Patton

Author:Roger Fisher & William L. Ury & Bruce Patton [Fisher, Roger]
Language: eng
Format: epub, mobi
Publisher: Penguin Publishing Group
Published: 2011-05-02T23:00:00+00:00

“It’s company policy”

Let’s look at a real case where one party used positional bargaining and the other principled negotiation. Tom, one of our colleagues, had his parked car totally destroyed by a dump truck. The car was covered by insurance, but the exact amount Tom could recover remained for him to work out with the insurance adjuster.

Insurance Adjuster

Tom

We have studied your case and we have decided the policy applies. That means you’re entitled to a settlement of $13,600.

I see. How did you reach that figure?

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