Fisher, Roger,  1922-2012, <br/><br/>
Getting to yes :  negotiating an agreement without giving in / 
Roger Fisher and William Ury ; with Bruce Patton, editor. 
 - Third edition. 
 - xxvii, 204 pages ;  20 cm 
<br/><br/> Previous edition: 1999. 
<br/><br/>Includes bibliographical references. 
<br/><br/>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). 
<br/><br/> 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. 
<br/><br/><label>ISBN: </label>9781847940933 1847940935 
<br/><br/><label>Nat. Bib. No.: </label>GBB231886  bnb 
<br/><br/><label>Nat. Bib. Agency Control No.: </label>016058280  Uk 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation in business.<br/>Leadership.<br/>Interpersonal Relations
<br/><br/><label>LC Class. No.: </label>BF637.N4  / F53