ClarkMorgan Insights

Reaching Win-Win Means Focusing on the Needs – Morry Morgan


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THE FAMOUS NEGOTIATION BOOK, ‘Getting to Yes‘ by Roger Fisher and William Ury, is a pillar of modern negotiation technique. In the book, Fisher and Ury refer to ‘interests’ as subjective opinions that are at the base of a want or position. These ‘interests’ are identical to ‘needs’, as described in ‘Selling Big to China‘,&hellip
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ClarkMorgan InsightsBy ClarkMorgan