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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: TextTextPublisher: 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
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 1847940935
  • 9781847940933
  • 9780143118756
Other title:
  • Negotiating an agreement without giving in
Subject(s): DDC classification:
  • 658.4052 23
LOC classification:
  • BF
Contents:
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).
Subject: 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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Holdings
Item type Current library Call number Copy number Status Date due Barcode Course reserves
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
Book City Campus City Campus Main Collection 658.4052 FIS (Browse shelf(Opens below)) 0 Available A556699B
SL 3 Day Loan City Campus City Campus Short Loan 3Day 658.4052 FIS (Browse shelf(Opens below)) 1 Available A526477B

Introduction to Conflict Resolution

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
Book North Campus North Campus Main Collection 658.4052 FIS (Browse shelf(Opens below)) 1 Available A557649B
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

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.

Machine converted from AACR2 source record.

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