Discuss Roger Fisher, William Ury, and Bruce Patton's Influential Book

question 21

Essay

Discuss Roger Fisher, William Ury, and Bruce Patton's influential book and the seven elements of negotiation presented in it. What is the focus of the book and how do the authors hope to change the focus of negotiation through it?

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Definitions:

Defense Mechanisms

Unconscious psychological strategies that individuals use to protect themselves from anxiety and the perception of internal or external threats.

Libido

A term often used to describe sexual drive or desire.

Freudian Theory

A set of psychoanalytic theories developed by Sigmund Freud that emphasize unconscious processes, childhood experiences, and defense mechanisms in shaping personality.

Psychic Energy

A Freudian concept referring to the power stemming from innate drives and used by the mind for psychological activities.