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Getting to yes : negotiating agreement without giving in

Author: Roger Fisher; William Ury; Bruce Patton
Publisher: New York, N.Y. : Penguin Books, 1991.
Edition/Format:   Print book : English : 2nd editionView all editions and formats
Summary:
Getting to Yes offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict -- whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution from domestic to  Read more...
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Additional Physical Format: Online version:
Fisher, Roger, 1922-
Getting to yes.
New York, N.Y. : Penguin Books, 1991
(OCoLC)605636155
Online version:
Fisher, Roger, 1922-
Getting to yes.
New York, N.Y. : Penguin Books, 1991
(OCoLC)624411866
Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Roger Fisher; William Ury; Bruce Patton
ISBN: 0140157352 9780140157352
OCLC Number: 24318769
Notes: On cover: With answers to ten questions people ask.
"A Penguin original."
1st ed. published: Boston : Houghton Mifflin, ©1981.
Description: xix, 200 pages ; 20 cm
Contents: Part 1 : The problem --
Don't bargain over positions --
Part 2 : The method --
Separate the people from the problem --
Focus on interests, not positions --
Invent options for mutual gain --
Insist on using objective criteria --
Part 3 : Yes, but ... --
What if they are more powerful? --
What if they won't play? --
What if they use dirty tricks? --
Part 4 : In conclusion --
Part 5 : Ten questions people ask about getting to yes.
Responsibility: by Roger Fisher and William Ury, with Bruce Patton, editor.
More information:

Abstract:

Getting to Yes offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict -- whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution from domestic to business to international, Getting to Yes tells you how to separate the people from the problem; focus on interests, not positions; work together to create options that will satisfy both parties; and negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks."--

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