skip to content
Covid-19 virus
COVID-19 Resources

Reliable information about the coronavirus (COVID-19) is available from the World Health Organization (current situation, international travel). Numerous and frequently-updated resource results are available from this WorldCat.org search. OCLC’s WebJunction has pulled together information and resources to assist library staff as they consider how to handle coronavirus issues in their communities.

Image provided by: CDC/ Alissa Eckert, MS; Dan Higgins, MAM
Getting to yes : negotiating agreement without giving in Preview this item
ClosePreview this item
Checking...

Getting to yes : negotiating agreement without giving in

Author: Roger C Fisher; William Ury; Bruce Patton
Publisher: New York : Penguin, ©2011.
Edition/Format:   Print book : English : 3rd edView all editions and formats
Summary:
"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 which are flexible for negotiating parties--has influenced generations of businesspeople, lawyers, educators and anyone who has sought to achieve a win-win  Read more...
Rating:

(not yet rated) 0 with reviews - Be the first.

Subjects
More like this

Find a copy in the library

&AllPage.SpinnerRetrieving; Finding libraries that hold this item...

Details

Genre/Form: Nonfiction
Document Type: Book
All Authors / Contributors: Roger C Fisher; William Ury; Bruce Patton
ISBN: 0143118757 9780143118756 0395631246 9780395631249 0140157352 9780140157352 0395317576 9780395317570 9781847940933 1847940935
OCLC Number: 753485844
Description: XXIX, 204 pages ; 20 cm
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).
Responsibility: by Roger Fisher and William Ury with Bruce Patton, editor.
More information:

Abstract:

Founded on principles like:* Don't bargain over positions* Separate the people from the problem and* Insist on objective criteriaGetting to Yes simplifies the whole negotiation process, offering a  Read more...

Reviews

User-contributed reviews
Retrieving GoodReads reviews...
Retrieving DOGObooks reviews...

Tags

Be the first.
Confirm this request

You may have already requested this item. Please select Ok if you would like to proceed with this request anyway.

Linked Data


\n\n

Primary Entity<\/h3>\n
<http:\/\/www.worldcat.org\/oclc\/753485844<\/a>> # Getting to yes : negotiating agreement without giving in<\/span>\n\u00A0\u00A0\u00A0\u00A0a \nschema:CreativeWork<\/a>, schema:Book<\/a> ;\u00A0\u00A0\u00A0\nlibrary:oclcnum<\/a> \"753485844<\/span>\" ;\u00A0\u00A0\u00A0\nlibrary:placeOfPublication<\/a> <http:\/\/id.loc.gov\/vocabulary\/countries\/nyu<\/a>> ;\u00A0\u00A0\u00A0\nlibrary:placeOfPublication<\/a> <http:\/\/dbpedia.org\/resource\/New_York_City<\/a>> ; # New York<\/span>\n\u00A0\u00A0\u00A0\nrdfs:comment<\/a> \"Warning: This malformed URI has been treated as a string - \'ftp:\/\/ppftpuser:welcome@ftp01.penguingroup.com\/Booksellers and Media\/Covers\/2008_2009_New_Covers\/9780143118756.jpg\'<\/span>\" ;\u00A0\u00A0\u00A0\nschema:about<\/a> <http:\/\/experiment.worldcat.org\/entity\/work\/data\/4451823371#Topic\/business_&_economics_conflict_resolution_&_mediation<\/a>> ; # BUSINESS & ECONOMICS--Conflict Resolution & Mediation<\/span>\n\u00A0\u00A0\u00A0\nschema:about<\/a> <http:\/\/id.worldcat.org\/fast\/1035551<\/a>> ; # Negotiation<\/span>\n\u00A0\u00A0\u00A0\nschema:about<\/a> <http:\/\/dewey.info\/class\/158.5\/e22\/<\/a>> ;\u00A0\u00A0\u00A0\nschema:about<\/a> <http:\/\/id.loc.gov\/authorities\/classification\/BF637<\/a>> ;\u00A0\u00A0\u00A0\nschema:about<\/a> <http:\/\/experiment.worldcat.org\/entity\/work\/data\/4451823371#Topic\/psychology_interpersonal_relations<\/a>> ; # PSYCHOLOGY--Interpersonal Relations<\/span>\n\u00A0\u00A0\u00A0\nschema:about<\/a> <http:\/\/experiment.worldcat.org\/entity\/work\/data\/4451823371#Topic\/business_&_economics_negotiating<\/a>> ; # BUSINESS & ECONOMICS--Negotiating<\/span>\n\u00A0\u00A0\u00A0\nschema:bookEdition<\/a> \"3rd ed.<\/span>\" ;\u00A0\u00A0\u00A0\nschema:bookFormat<\/a> bgn:PrintBook<\/a> ;\u00A0\u00A0\u00A0\nschema:contributor<\/a> <http:\/\/viaf.org\/viaf\/17361439<\/a>> ; # Bruce M. Patton<\/span>\n\u00A0\u00A0\u00A0\nschema:contributor<\/a> <http:\/\/viaf.org\/viaf\/47350324<\/a>> ; # William L. Ury<\/span>\n\u00A0\u00A0\u00A0\nschema:copyrightYear<\/a> \"2011<\/span>\" ;\u00A0\u00A0\u00A0\nschema:creator<\/a> <http:\/\/viaf.org\/viaf\/51930936<\/a>> ; # Roger C. Fisher<\/span>\n\u00A0\u00A0\u00A0\nschema:datePublished<\/a> \"2011<\/span>\" ;\u00A0\u00A0\u00A0\nschema:description<\/a> \"\"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 which are flexible for negotiating parties--has influenced generations of businesspeople, lawyers, educators and anyone who has sought to achieve a win-win situation in arriving at an agreement. It has sold over 8 million copies worldwide in 30 languages, and since it was first published by Penguin in 1991 (a reissue of the original addition with Bruce Patton as additional coauthor) has sold over 2.5 million copies--which places it as the #10 bestselling title overall in Penguin Books, and #3 bestselling nonfiction title overall. We have recently relicensed the rights to Getting to Yes, and will be doing a new revised edition--a 30th anniversary of the original publication and 20th of the Penguin edition. The authors will be bringing the book up to date with new material and a assessment of the legacy and achievement of Getting to Yes after three decades\"--<\/span>\"@en<\/a> ;\u00A0\u00A0\u00A0\nschema:description<\/a> \"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).<\/span>\"@en<\/a> ;\u00A0\u00A0\u00A0\nschema:exampleOfWork<\/a> <http:\/\/worldcat.org\/entity\/work\/id\/4451823371<\/a>> ;\u00A0\u00A0\u00A0\nschema:genre<\/a> \"Nonfiction<\/span>\"@en<\/a> ;\u00A0\u00A0\u00A0\nschema:image<\/a> \"ftp:\/\/ppftpuser:welcome@ftp01.penguingroup.com\/Booksellers and Media\/Covers\/2008_2009_New_Covers\/9780143118756.jpg<\/span>\" ;\u00A0\u00A0\u00A0\nschema:inLanguage<\/a> \"en<\/span>\" ;\u00A0\u00A0\u00A0\nschema:name<\/a> \"Getting to yes : negotiating agreement without giving in<\/span>\"@en<\/a> ;\u00A0\u00A0\u00A0\nschema:productID<\/a> \"753485844<\/span>\" ;\u00A0\u00A0\u00A0\nschema:publication<\/a> <http:\/\/www.worldcat.org\/title\/-\/oclc\/753485844#PublicationEvent\/new_york_penguin_2011<\/a>> ;\u00A0\u00A0\u00A0\nschema:publisher<\/a> <http:\/\/experiment.worldcat.org\/entity\/work\/data\/4451823371#Agent\/penguin<\/a>> ; # Penguin<\/span>\n\u00A0\u00A0\u00A0\nschema:workExample<\/a> <http:\/\/worldcat.org\/isbn\/9780143118756<\/a>> ;\u00A0\u00A0\u00A0\nschema:workExample<\/a> <http:\/\/worldcat.org\/isbn\/9781847940933<\/a>> ;\u00A0\u00A0\u00A0\nschema:workExample<\/a> <http:\/\/worldcat.org\/isbn\/9780395317570<\/a>> ;\u00A0\u00A0\u00A0\nschema:workExample<\/a> <http:\/\/worldcat.org\/isbn\/9780140157352<\/a>> ;\u00A0\u00A0\u00A0\nschema:workExample<\/a> <http:\/\/worldcat.org\/isbn\/9780395631249<\/a>> ;\u00A0\u00A0\u00A0\nwdrs:describedby<\/a> <http:\/\/www.worldcat.org\/title\/-\/oclc\/753485844<\/a>> ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n\n

Related Entities<\/h3>\n
<http:\/\/dbpedia.org\/resource\/New_York_City<\/a>> # New York<\/span>\n\u00A0\u00A0\u00A0\u00A0a \nschema:Place<\/a> ;\u00A0\u00A0\u00A0\nschema:name<\/a> \"New York<\/span>\" ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
<http:\/\/dewey.info\/class\/158.5\/e22\/<\/a>>\u00A0\u00A0\u00A0\u00A0a \nschema:Intangible<\/a> ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
<http:\/\/experiment.worldcat.org\/entity\/work\/data\/4451823371#Agent\/penguin<\/a>> # Penguin<\/span>\n\u00A0\u00A0\u00A0\u00A0a \nbgn:Agent<\/a> ;\u00A0\u00A0\u00A0\nschema:name<\/a> \"Penguin<\/span>\" ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
<http:\/\/experiment.worldcat.org\/entity\/work\/data\/4451823371#Topic\/business_&_economics_conflict_resolution_&_mediation<\/a>> # BUSINESS & ECONOMICS--Conflict Resolution & Mediation<\/span>\n\u00A0\u00A0\u00A0\u00A0a \nschema:Intangible<\/a> ;\u00A0\u00A0\u00A0\nschema:name<\/a> \"BUSINESS & ECONOMICS--Conflict Resolution & Mediation<\/span>\"@en<\/a> ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
<http:\/\/experiment.worldcat.org\/entity\/work\/data\/4451823371#Topic\/business_&_economics_negotiating<\/a>> # BUSINESS & ECONOMICS--Negotiating<\/span>\n\u00A0\u00A0\u00A0\u00A0a \nschema:Intangible<\/a> ;\u00A0\u00A0\u00A0\nschema:name<\/a> \"BUSINESS & ECONOMICS--Negotiating<\/span>\"@en<\/a> ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
<http:\/\/experiment.worldcat.org\/entity\/work\/data\/4451823371#Topic\/psychology_interpersonal_relations<\/a>> # PSYCHOLOGY--Interpersonal Relations<\/span>\n\u00A0\u00A0\u00A0\u00A0a \nschema:Intangible<\/a> ;\u00A0\u00A0\u00A0\nschema:name<\/a> \"PSYCHOLOGY--Interpersonal Relations<\/span>\"@en<\/a> ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
<http:\/\/id.loc.gov\/authorities\/classification\/BF637<\/a>>\u00A0\u00A0\u00A0\u00A0a \nschema:Intangible<\/a> ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
<http:\/\/id.loc.gov\/vocabulary\/countries\/nyu<\/a>>\u00A0\u00A0\u00A0\u00A0a \nschema:Place<\/a> ;\u00A0\u00A0\u00A0\ndcterms:identifier<\/a> \"nyu<\/span>\" ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
<http:\/\/id.worldcat.org\/fast\/1035551<\/a>> # Negotiation<\/span>\n\u00A0\u00A0\u00A0\u00A0a \nschema:Intangible<\/a> ;\u00A0\u00A0\u00A0\nschema:name<\/a> \"Negotiation<\/span>\"@en<\/a> ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
<http:\/\/viaf.org\/viaf\/17361439<\/a>> # Bruce M. Patton<\/span>\n\u00A0\u00A0\u00A0\u00A0a \nschema:Person<\/a> ;\u00A0\u00A0\u00A0\nschema:familyName<\/a> \"Patton<\/span>\" ;\u00A0\u00A0\u00A0\nschema:givenName<\/a> \"Bruce M.<\/span>\" ;\u00A0\u00A0\u00A0\nschema:givenName<\/a> \"Bruce<\/span>\" ;\u00A0\u00A0\u00A0\nschema:name<\/a> \"Bruce M. Patton<\/span>\" ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
<http:\/\/viaf.org\/viaf\/47350324<\/a>> # William L. Ury<\/span>\n\u00A0\u00A0\u00A0\u00A0a \nschema:Person<\/a> ;\u00A0\u00A0\u00A0\nschema:familyName<\/a> \"Ury<\/span>\" ;\u00A0\u00A0\u00A0\nschema:givenName<\/a> \"William L.<\/span>\" ;\u00A0\u00A0\u00A0\nschema:givenName<\/a> \"William<\/span>\" ;\u00A0\u00A0\u00A0\nschema:name<\/a> \"William L. Ury<\/span>\" ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
<http:\/\/viaf.org\/viaf\/51930936<\/a>> # Roger C. Fisher<\/span>\n\u00A0\u00A0\u00A0\u00A0a \nschema:Person<\/a> ;\u00A0\u00A0\u00A0\nschema:familyName<\/a> \"Fisher<\/span>\" ;\u00A0\u00A0\u00A0\nschema:givenName<\/a> \"Roger C.<\/span>\" ;\u00A0\u00A0\u00A0\nschema:name<\/a> \"Roger C. Fisher<\/span>\" ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
<http:\/\/worldcat.org\/isbn\/9780140157352<\/a>>\u00A0\u00A0\u00A0\u00A0a \nschema:ProductModel<\/a> ;\u00A0\u00A0\u00A0\nschema:isbn<\/a> \"0140157352<\/span>\" ;\u00A0\u00A0\u00A0\nschema:isbn<\/a> \"9780140157352<\/span>\" ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
<http:\/\/worldcat.org\/isbn\/9780143118756<\/a>>\u00A0\u00A0\u00A0\u00A0a \nschema:ProductModel<\/a> ;\u00A0\u00A0\u00A0\nschema:isbn<\/a> \"0143118757<\/span>\" ;\u00A0\u00A0\u00A0\nschema:isbn<\/a> \"9780143118756<\/span>\" ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
<http:\/\/worldcat.org\/isbn\/9780395317570<\/a>>\u00A0\u00A0\u00A0\u00A0a \nschema:ProductModel<\/a> ;\u00A0\u00A0\u00A0\nschema:isbn<\/a> \"0395317576<\/span>\" ;\u00A0\u00A0\u00A0\nschema:isbn<\/a> \"9780395317570<\/span>\" ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
<http:\/\/worldcat.org\/isbn\/9780395631249<\/a>>\u00A0\u00A0\u00A0\u00A0a \nschema:ProductModel<\/a> ;\u00A0\u00A0\u00A0\nschema:isbn<\/a> \"0395631246<\/span>\" ;\u00A0\u00A0\u00A0\nschema:isbn<\/a> \"9780395631249<\/span>\" ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
<http:\/\/worldcat.org\/isbn\/9781847940933<\/a>>\u00A0\u00A0\u00A0\u00A0a \nschema:ProductModel<\/a> ;\u00A0\u00A0\u00A0\nschema:isbn<\/a> \"1847940935<\/span>\" ;\u00A0\u00A0\u00A0\nschema:isbn<\/a> \"9781847940933<\/span>\" ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n
<http:\/\/www.worldcat.org\/title\/-\/oclc\/753485844<\/a>>\u00A0\u00A0\u00A0\u00A0a \ngenont:InformationResource<\/a>, genont:ContentTypeGenericResource<\/a> ;\u00A0\u00A0\u00A0\nschema:about<\/a> <http:\/\/www.worldcat.org\/oclc\/753485844<\/a>> ; # Getting to yes : negotiating agreement without giving in<\/span>\n\u00A0\u00A0\u00A0\nschema:dateModified<\/a> \"2018-12-08<\/span>\" ;\u00A0\u00A0\u00A0\nvoid:inDataset<\/a> <http:\/\/purl.oclc.org\/dataset\/WorldCat<\/a>> ;\u00A0\u00A0\u00A0\u00A0.\n\n\n<\/div>\n