negotiating an agreement without giving in Fisher, Roger 1922-2012 creator author. aut Ury, William author. aut text bibliography enk 2012 Third edition. monographic eng

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xxvii, 204 pages ; 20 cm 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. 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). Roger Fisher and William Ury ; with Bruce Patton, editor. Previous edition: 1999. Includes bibliographical references. Negotiation in business Leadership Interpersonal Relations BF637.N4 F53 9781847940933 1847940935 120322 20241210095836.0 ocn782998021 eng