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Getting to yes : negotiating agreement without giving in / by Roger Fisher and William Ury, with Bruce Patton, editor.

By: Contributor(s): Material type: TextTextPublication details: New York, N.Y. : Penguin Books, 1991.Edition: 2nd edDescription: xix, 200 p. ; 20 cmISBN:
  • 0140157352
  • 9780140157352
Subject(s): Additional physical formats: Online version:: Getting to yes.; Online version:: Getting to yes.DDC classification:
  • 158/.5 20
LOC classification:
  • BF637.N4 F57 1991
Other classification:
  • 77.64
  • CV 3500
  • LIN 020f
  • MR 6000
  • QP 620
  • 77.63
Online resources: Available additional physical forms:
  • Also issued online.
Contents:
Part 1 : The problem -- Don't bargain over positions -- Part 2 : The method -- Separate the people from the problem -- Focus on interests, not positions -- Invent options for mutual gain -- Insist on using objective criteria -- Part 3 : Yes, but ... -- What if they are more powerful? -- What if they won't play? -- What if they use dirty tricks? -- Part 4 : In conclusion -- Part 5 : Ten questions people ask about getting to yes.
Summary: A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting nasty.
List(s) this item appears in: Communication Skills | Professional/Career | Relationship Building | Team Developmnet
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On cover: With answers to ten questions people ask.

"A Penguin original."

1st ed. published: Boston : Houghton Mifflin, c1981.

Part 1 : The problem -- Don't bargain over positions -- Part 2 : The method -- Separate the people from the problem -- Focus on interests, not positions -- Invent options for mutual gain -- Insist on using objective criteria -- Part 3 : Yes, but ... -- What if they are more powerful? -- What if they won't play? -- What if they use dirty tricks? -- Part 4 : In conclusion -- Part 5 : Ten questions people ask about getting to yes.

A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting nasty.

Also issued online.

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