Fisher, Roger,  1922- <br/><br/>
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. 
<br/><br/> On cover: With answers to ten questions people ask.  "A Penguin original."  1st ed. published: Boston : Houghton Mifflin, c1981. 
<br/><br/>[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. 
<br/><br/> A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting nasty. 
<br/><br/>
<br/><br/><label>ISBN: </label>9780140157352 0140157352 
<br/><br/><label>LCCN: </label>91032444 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation.<br/>Conflict (Psychology)<br/>Interpersonal relations.<br/>Psychology, Applied.
<br/><br/><label>LC Class. No.: </label>BF637.N4  / F57 1991 
<br/><br/><label>Dewey Class. No.: </label>158/.5