TY  - BOOK
AU  - Fisher,Roger
AU  - Ury,William
AU  - Patton,Bruce
TI  - Getting to yes: negotiating agreement without giving in 
SN  - 9780143118756
U1  - 658.405 
PY  - 2011///
CY  - London
PB  - Penguin Books
KW  - Negotiation
KW  - Negotiation in business
N1  - 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?
N2  - Offers a straightforward, universally applicable method for reaching mutually satisfying agreements
ER  -