TY  - BOOK
AU  - Fisher,Roger
AU  - Ury,William
AU  - Patton,Bruce
TI  - Getting to yes: negotiating agreement without giving in 
SN  - 9780140157352
AV  - BF637.N4 F57 1991
U1  - 158/.5 20
PY  - 1991///
CY  - New York, N.Y.
PB  - Penguin Books
KW  - Negotiation
KW  - Conflict (Psychology)
KW  - Interpersonal relations
KW  - Psychology, Applied
N1  - 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; Also issued online
N2  - A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting nasty
ER  -