02496cam a2200493 i 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.0120322s2012    enk      b    000 0 eng d  aGBB2318862bnb7 a0160582802Uk  a9781847940933q(paperback)  a1847940935q(paperback)  z9781448136094q(ebook)  z1448136091q(ebook)1 aAU@b0000509880871 aAU@b0000519931431 aAU@b0000660991001 aDKDLAb800010-katalog:991222148547057631 aDKDLAb800010-katalog:991226398196057631 aDKDLAb820030-katalog:15360601 aNZ1b143123021 aNZ1b154147411 aDKDLAb820120-katalog:990005898320305765  a(OCoLC)782998021z(OCoLC)812567109  bengcGAFCSC LIBRARY 4aBF637.N4bF531 aFisher, Roger,d1922-2012,eauthor.4aut1https://id.oclc.org/worldcat/entity/E39PBJrgHmc77rMQpvY6fjPfbd10aGetting to yes :bnegotiating an agreement without giving in /cRoger Fisher and William Ury ; with Bruce Patton, editor.  aThird edition. 1aLondon :bRandom House Business,c2012.  axxvii, 204 pages ;c20 cm  aPrevious edition: 1999.  aIncludes bibliographical references.0 aChapter 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).0 aThe 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. 0aNegotiation in business. 0aLeadership. 2aInterpersonal Relations1 aUry, William,eauthor.4aut  2lcccBKkBF637.N4mF53n0  hNO HOLDINGS IN GHUCC - 104 OTHER HOLDINGS  c2884d2884  00102lcc40708REFaGAFCbGAFCcGENd2024-12-10l0oBF637.N4 F53p2024-4395r2024-12-10 09:59:04tC.1w2024-12-10yBK