Creative Conflict: A Practical Guide for Business Negotiators

Almost everything is negotiable. And in no field is this clearer than in business, where every day we work with others to get things done. But when we have real differences, is win-win always possible?



Over the last half century, two opposing philosophies have ruled the field of negotiation: the win-lose, tooth-and-nail approach of training guru Chester Karrass; and the win-win, "principled" creed of Getting to Yes, developed by Roger Fisher and William Ury. But neither approach fully meets ...