Getting to yes : negotiating agreement without giving in / by Roger Fisher and William Ury, with Bruce Patton, editor.
Material type: TextPublisher: London : Random House Business Books, 2012Publisher: New York : Penguin, 2011Copyright date: ©2011Edition: Third editionDescription: xxvii, 204 pages ; 20 cm; xxix, 204 pages ; 20 cmContent type:- text
- unmediated
- volume
- 1847940935
- 9781847940933
- 9780143118756
- Negotiating an agreement without giving in
- 658.4052 23
- BF
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Book | City Campus City Campus Main Collection | 658.4052 FIS (Browse shelf(Opens below)) | Issued | 01/10/2024 | A537400B | |||
Book | City Campus City Campus Main Collection | 658.4052 FIS (Browse shelf(Opens below)) | Available | A537399B | ||||
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SL 3 Day Loan | City Campus City Campus Short Loan | 3Day 658.4052 FIS (Browse shelf(Opens below)) | 1 | Available | A526477B | |||
Book | South Campus City Campus Main Collection | 658.4052 FIS (Browse shelf(Opens below)) | 1 | Issued | 30/09/2024 | A550326B | ||
Book | City Campus City Campus Main Collection | 658.4052 FIS (Browse shelf(Opens below)) | 1 | Available | A516355B | |||
Book | South Campus City Campus Main Collection | 658.4052 FIS (Browse shelf(Opens below)) | 1 | Issued | 30/09/2024 | A479562B | ||
Book | North Campus North Campus Main Collection | 658.4052 FIS (Browse shelf(Opens below)) | 1 | Available | A557681B | |||
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Book | South Campus South Campus Main Collection | 658.4052 FIS (Browse shelf(Opens below)) | Available | A537401B | ||||
Book | South Campus South Campus Main Collection | 658.4052 FIS (Browse shelf(Opens below)) | Available | A537402B | ||||
Book | South Campus South Campus Main Collection | 658.4052 FIS (Browse shelf(Opens below)) | 1 | Available | A526481B |
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658.4052 ENG Tug of war : the tension concept and the art of international negotiation / | 658.4052 FEL Effective negotiation : from research to results / | 658.4052 FEL Effective negotiation : from research to results / | 658.4052 FIS Getting to yes : negotiating agreement without giving in / | 658.4052 FIS Getting to yes : negotiating agreement without giving in / | 658.4052 NEG Negotiation : readings, exercises, and cases / | 658.4052 NEG Negotiation : readings, exercises, and cases / |
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.
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