Getting to yes : negotiating agreement without giving in /
Fisher, Roger, 1922-2012
Getting to yes : negotiating agreement without giving in / Negotiating an agreement without giving in by Roger Fisher and William Ury, with Bruce Patton, editor. - Third edition. - xxvii, 204 pages ; 20 cm xxix, 204 pages ; 20 cm
Third edition first published in 2011 by Penguin Books, New York, and in Great Britain in 2012 by Random House Business Books.
1. Don't bargain over positions -- 2. Separate the people from the problem -- 3. Focus on interests, not positions -- 4. Invent options for mutual gain -- 5. Insist on using objective criteria -- 6. What if they are more powerful? (Develop your BATNA -- Best alternative to a negotiated agreement) -- 7. What if they won't play? (Use negotiation jujitsu) -- 8. What if they use dirty tricks? (Taming the hard bargainer).
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.
1847940935 9781847940933 9780143118756
Negotiation.
Negotiation in business
BF
658.4052
Getting to yes : negotiating agreement without giving in / Negotiating an agreement without giving in by Roger Fisher and William Ury, with Bruce Patton, editor. - Third edition. - xxvii, 204 pages ; 20 cm xxix, 204 pages ; 20 cm
Third edition first published in 2011 by Penguin Books, New York, and in Great Britain in 2012 by Random House Business Books.
1. Don't bargain over positions -- 2. Separate the people from the problem -- 3. Focus on interests, not positions -- 4. Invent options for mutual gain -- 5. Insist on using objective criteria -- 6. What if they are more powerful? (Develop your BATNA -- Best alternative to a negotiated agreement) -- 7. What if they won't play? (Use negotiation jujitsu) -- 8. What if they use dirty tricks? (Taming the hard bargainer).
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.
1847940935 9781847940933 9780143118756
Negotiation.
Negotiation in business
BF
658.4052