Getting to yes :
Fisher, Roger, 1922-2012
Getting to yes : negotiating agreement without giving in / by Roger Fisher and William Ury ; with Bruce Patton, editor. - 3rd ed. - London : Penguin Books, c2011. - 204 p. ; 20 cm.
1. Don't bargain over positions --
2. Separate the people from the problem --
3. Focus on interests, not positions --
4. Invent options for mutual gain --
5. Insist on using objective criteria --
6. What if they are more powerful? --
7. What if they won't play? --
8. What if they use dirty tricks?
Offers a straightforward, universally applicable method for reaching mutually satisfying agreements.
9780143118756
Negotiation
Negotiation in business
658.405
Getting to yes : negotiating agreement without giving in / by Roger Fisher and William Ury ; with Bruce Patton, editor. - 3rd ed. - London : Penguin Books, c2011. - 204 p. ; 20 cm.
1. Don't bargain over positions --
2. Separate the people from the problem --
3. Focus on interests, not positions --
4. Invent options for mutual gain --
5. Insist on using objective criteria --
6. What if they are more powerful? --
7. What if they won't play? --
8. What if they use dirty tricks?
Offers a straightforward, universally applicable method for reaching mutually satisfying agreements.
9780143118756
Negotiation
Negotiation in business
658.405