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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:   Book : English : 2nd edView all editions and formats
Database:WorldCat
Summary:
A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting nasty.
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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, c1981.
Description: xix, 200 p. ; 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.
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Abstract:

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

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