02360cam a2200481 i 4500 ocn782998021 OCoLC 20241210095836.0 120322s2012 enk b 000 0 eng d GBB231886 bnb 016058280 Uk 9781847940933 (paperback) 1847940935 (paperback) 9781448136094 (ebook) 1448136091 (ebook) AU@ 000050988087 AU@ 000051993143 AU@ 000066099100 DKDLA 800010-katalog:99122214854705763 DKDLA 800010-katalog:99122639819605763 DKDLA 820030-katalog:1536060 NZ1 14312302 NZ1 15414741 DKDLA 820120-katalog:990005898320305765 (OCoLC)782998021 (OCoLC)812567109 eng GAFCSC LIBRARY BF637.N4 F53 Fisher, Roger, 1922-2012, author. aut https://id.oclc.org/worldcat/entity/E39PBJrgHmc77rMQpvY6fjPfbd Getting to yes : negotiating an agreement without giving in / Roger Fisher and William Ury ; with Bruce Patton, editor. Third edition. London : Random House Business, 2012. xxvii, 204 pages ; 20 cm 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. Negotiation in business. Leadership. Interpersonal Relations Ury, William, author. aut lcc BK BF637.N4 F53 0 NO HOLDINGS IN GHUCC - 104 OTHER HOLDINGS 2884 2884 0 0 lcc 0 0 REF GAFC GAFC GEN 2024-12-10 0 BF637.N4 F53 2024-4395 2024-12-10 09:59:04 C.1 2024-12-10 BK