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    Getting to yes : negotiating agreement without giving in / by Roger Fisher and William Ury, with Bruce Patton, editor.

    By: Fisher, Roger, 1922-Contributor(s): Ury, William | Patton, BruceMaterial type: TextTextPublisher: New York, N.Y. : Penguin Books, 1991Edition: 2nd edDescription: xix, 200 p. ; 20 cmISBN: 9780140157352; 0140157352Subject(s): Negotiation | Conflict (Psychology) | Interpersonal relations | Psychology, AppliedDDC classification: 158/.5 LOC classification: BF637.N4 | F57 1991Also issued online.
    Contents:
    [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.
    Summary: A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting nasty.
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    Item type Current library Call number Copy number Status Notes Date due Barcode
    Books Books Main Library
    		BF637 .N4 F57 1991 (Browse shelf (Opens below)) 1 Checked out STACKS 10/28/2021 51952000074731
    Books Books Main Library
    		BF637 .N4 F57 1991 (Browse shelf (Opens below)) 1 Available STACKS 51952000051879

    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.

    A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting nasty.

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