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" Getting to yes : "
by Roger Fisher and William Ury, with Bruce Patton, editor
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BL
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| Record Number
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712551
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| Doc. No
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b534740
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| Main Entry
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Fisher, Roger,1922-2012
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| Title & Author
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Getting to yes : : negotiating agreement without giving in /\ by Roger Fisher and William Ury, with Bruce Patton, editor
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| Edition Statement
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2nd ed
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| Publication Statement
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New York, N.Y. :: Penguin Books,, 1991
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| Page. NO
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xix, 200 pages ;; 20 cm
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| ISBN
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0140157352
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: 9780140157352
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| Notes
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"A Penguin original."
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1st ed. published: Boston : Houghton Mifflin, ©1981
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On cover: With answers to ten questions people ask
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| Contents
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Part 1 : The problem -- Don't bargain over positions -- Part 2 : The method -- Separate the people from the problem -- Focus on interests, not positions -- Invent options for mutual gain -- Insist on using objective criteria -- Part 3 : Yes, but ... -- What if they are more powerful? -- What if they won't play? -- What if they use dirty tricks? -- Part 4 : In conclusion -- Part 5 : Ten questions people ask about getting to yes
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| Abstract
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A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting nasty
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| Subject
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Negotiation
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Conflict (Psychology)
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Interpersonal Relations
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Psychology, Applied
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| Dewey Classification
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158/.5
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| LC Classification
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BF637.N4F57 1991
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| NLM classification
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BF 637.N4F535g 1991
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| Added Entry
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Patton, Bruce
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Ury, William
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