Getting to yes : negotiating agreement without giving in / by Roger Fisher and William Ury, with Bruce Patton, editor.
Publisher's description: Since it was first published in 1981 Getting to Yes has become a central book in the Business Canon: the key text on the psychology of negotiation. Its message of "principled negotiations"--finding acceptable compromise by determining which needs are fixed and...
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| Other Authors: | , |
| Format: | Book |
| Language: | English |
| Published: |
New York :
Penguin,
2011.
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| Edition: | Third edition, revised edition. |
| Subjects: |
Table of Contents:
- Don't bargain over positions
- Separate the people from the problem
- Focus on interests, not positions
- Invent options for mutual gain
- Insist on using objective criteria
- What if they are more powerful? : (develop your BATNA - best alternative to a negotiated agreement)
- What if they won't play? : (use negotiation Jujitsu)
- What if they use dirty tricks? : (taming the hard bargainer)