Taking steps toward “Getting to Yes” at Blue Cross and Blue Shield of Florida
评论《达成一致》一书中的原则性谈判策略，介绍佛罗里达蓝十字蓝盾公司如何运用该理论，基于问题本身而非立场进行谈判，并与咨询公司合作提升谈判能力。
The article presents a commentary on the principled negotiation tactics outlined in the book “Getting to Yes: Negotiating Agreement Without Giving In,” by Roger Fisher and William Ury. Specifically the authors relate how Blue Cross and Blue Shield of Florida Inc. (BCBSF) benefitted from the concepts in the book. BCBSF used the book's theory of principled negotiation to look at issues based on their merits rather than defending steadfast positions. The company embraced the concept by working with Vantage Partners, a consulting firm that partners with companies to institutionalize the capability to negotiate, build and manage critical relationships effectively.