Getting to yes : negotiating an agreement without giving in / Roger Fisher and William Ury ; with Bruce Patton, editor.
Material type:
TextPublisher: London : Random House Business, 2012Edition: Third editionDescription: xxvii, 204 pages ; 20 cmISBN: - 9781847940933
- 1847940935
- BF637.N4 F53
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Ghana Armed Forces Command and Staff College General stacks | Reference | BF637.N4 F53 (Browse shelf(Opens below)) | C.1 | Available | 2024-4395 |
Browsing Ghana Armed Forces Command and Staff College shelves,Shelving location: General stacks,Collection: Reference Close shelf browser (Hides shelf browser)
| BF575.C8 M55 The mystery of courage / | BF637. C45 The interpersonal communication book / | BF637. C45 The interpersonal communication book / | BF637.N4 F53 Getting to yes : negotiating an agreement without giving in / | BF637.N4 K83 Everyday negotiation : navigating the hidden agendas in bargaining / | BF637.N4 S3 1980 The strategy of conflict / | BF713 .L56 Human development : a life-span perspective / |
Previous edition: 1999.
Includes bibliographical references.
Chapter 1. Don't bargain over positions -- Chapter 2. Separate the people from the problem -- Chapter 3. Focus on interests, not positions -- Chapter 4. Invent options for mutual gain -- Chapter 5. Insist on using objective criteria -- Chapter 6. What if they are more powerful? (Develop your BATNA -- Best alternative to a negotiated agreement) -- Chapter 7. What if they won't play? (Use negotiation jujitsu) -- Chapter 8. What if they use dirty tricks? (Taming the hard bargainer).
The world's bestselling guide to negotiation. 'Getting To Yes' has been in print for over thirty years, and in that time has helped millions of people secure win-win agreements both at work and in their private lives.
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