Getting to yes : negotiating an agreement without giving in / Roger Fisher & William Ury, with Bruce Patton, editor.
Material type:
TextSeries: Business booksPublication details: London : Century Business, 1992, ©1991.Edition: Second editionDescription: xv, 207 pages : 1 illustration ; 20 cmISBN: - 071265528X
- 9780712655286
- 9781844131464
- 0099248425
- 9780099248422
- 1844131467
- BF637.N4 F57
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| BF637.N4 .D39 Negotiation and dispute resolution | BF637.N4 F57 Getting to yes : | BF637.N4 F57 Getting to yes : | BF637.N4 F57 Getting to yes : | BF637.N4 F57 Getting to yes : | DT512.3.N57 O33 Osagyefo Dr. Kwame Nkrumah : | DT512.3.N57 O33 Osagyefo Dr. Kwame Nkrumah : |
This edition originally published London: Business Books, 1991.-Previous edition: Boston, Mass.: Houghton Mifflin, 1981 London : Hutchinson, 1982.
Includes index.
Authors "Roger Fisher, William Ury & Bruce Patton"--Cover.
Acknowledgments
Preface to the second edition
Introduction
I. The problem
1. Don't Bargain over positions
II. The method
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
III. YES, BUT...
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)
IV. In conclusion
V. Ten Questions people ask about getting to yes
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