Getting to yes : negotiating an agreement without giving in /
By: Fisher, Roger.
Contributor(s): Ury, William
| Patton, Bruce.
Publisher: London : Random House Business, 2012Edition: Rev. and updated ed.Description: xxvii, 204 p. ; 24 cm.ISBN: 9781847940933 (pbk.); 1847940935 (pbk.).Subject(s): Communication | Negotiation in businessDDC classification: 158.5 | Item type | Current location | Call number | Copy number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|---|
| Standard Loan | Main Lending Collection | 158.5 FIS (Browse shelf) | 1 | Available | 0063827 |
Enhanced descriptions from Syndetics:
The world's bestselling guide to negotiation.
Getting to Yes has been in print for over thirty years, and in that time has helped millions of people secure win-win agreements both at work and in their private lives. Including principles such as:
Don't bargain over positions
Separate the people from the problem and
Insist on objective criteria
Getting to Yes simplifies the whole negotation process, offering a highly effective framework that will ensure success.
Ch. 1. Don't Bargain Over Positions -- Ch. 2. Separate the People from the Problem -- Ch. 3. Focus on Interests, Not Positions -- Ch. 4. Invent Options for Mutual Gain -- Ch. 5. Insist on Using Objective Criteria -- Ch. 6. What If They Are More Powerful? (Develop Your BATNA -- Best Alternative To A Negotiated Agreement) -- Ch. 7. What If They Won't Play? (Use Negotiation Jujitsu) -- Ch. 8. What If They Use Dirty Tricks? (Taming the Hard Bargainer)
Other editions of this work
| No cover image available | Getting to YES :
by Fisher, Roger,
©1981
Business Books, (London :) xiii, 161 p. ; 23 cm. |
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