Fisher, Roger, 1922-
Getting to yes : negotiating agreement without giving in / by Roger Fisher and William Ury, with Bruce Patton, editor. - 2nd ed. - New York, N.Y. : Penguin Books, 1991. - xix, 200 p. ; 20 cm.
On cover: With answers to ten questions people ask. "A Penguin original." 1st ed. published: Boston : Houghton Mifflin, c1981.
[pt. 1.] The problem -- Don't bargain over positions -- [pt. 2.] The method -- Separate the people from the problem -- Focus on interests, not positions -- Invent options for mutual gain -- Insist on using objective criteria -- [pt. 3.] Yes, but... -- What if they are more powerful? -- What if they won't play? -- What if they use dirty tricks? -- [pt. 4.] In Conclusion -- [pt. 5.] Ten questions people ask about getting to yes.
A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting nasty.
9780140157352 0140157352
91032444
Negotiation.
Conflict (Psychology)
Interpersonal relations.
Psychology, Applied.
BF637.N4 / F57 1991
158/.5
Getting to yes : negotiating agreement without giving in / by Roger Fisher and William Ury, with Bruce Patton, editor. - 2nd ed. - New York, N.Y. : Penguin Books, 1991. - xix, 200 p. ; 20 cm.
On cover: With answers to ten questions people ask. "A Penguin original." 1st ed. published: Boston : Houghton Mifflin, c1981.
[pt. 1.] The problem -- Don't bargain over positions -- [pt. 2.] The method -- Separate the people from the problem -- Focus on interests, not positions -- Invent options for mutual gain -- Insist on using objective criteria -- [pt. 3.] Yes, but... -- What if they are more powerful? -- What if they won't play? -- What if they use dirty tricks? -- [pt. 4.] In Conclusion -- [pt. 5.] Ten questions people ask about getting to yes.
A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting nasty.
9780140157352 0140157352
91032444
Negotiation.
Conflict (Psychology)
Interpersonal relations.
Psychology, Applied.
BF637.N4 / F57 1991
158/.5