TY  - BOOK
AU  - Fisher,Roger
AU  - Ury,William
TI  - Getting to yes: negotiating an agreement without giving in 
SN  - 9781847940933
AV  - BF637.N4 F53
PY  - 2012///
CY  - London
PB  - Random House Business
KW  - Negotiation in business
KW  - Leadership
KW  - Interpersonal Relations
N1  - 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)
N2  - 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
ER  -