TY  - BOOK
AU  - Fisher,Roger
AU  - Ury,William
AU  - Patton,Bruce
TI  - Getting to yes: negotiating agreement without giving in 
SN  - 1847940935
AV  - BF 
U1  - 658.4052 23
PY  - 2012///
CY  - London
PB  - Random House Business Books
KW  - Negotiation
KW  - Negotiation in business
N1  - 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)
N2  - 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
ER  -