Getting to yes : negotiating an agreement without giving in /
Fisher, Roger, 1922-2012.
Getting to yes : negotiating an agreement without giving in / - Rev. and updated ed. - London : Random House Business, 2012. - xxvii, 204 p. ; 24 cm.
Ch. 1. Don't Bargain Over Positions -- Ch. 2. Separate the People from the Problem -- Ch. 3. Focus on Interests, Not Positions -- Ch. 4. Invent Options for Mutual Gain -- Ch. 5. Insist on Using Objective Criteria -- Ch. 6. What If They Are More Powerful? (Develop Your BATNA -- Best Alternative To A Negotiated Agreement) -- Ch. 7. What If They Won't Play? (Use Negotiation Jujitsu) -- Ch. 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.
9781847940933 (pbk.) 9781847940933: £8.99 1847940935 (pbk.)
Communication.
Negotiation.
Negotiation in business.
158.5 / FIS
Getting to yes : negotiating an agreement without giving in / - Rev. and updated ed. - London : Random House Business, 2012. - xxvii, 204 p. ; 24 cm.
Ch. 1. Don't Bargain Over Positions -- Ch. 2. Separate the People from the Problem -- Ch. 3. Focus on Interests, Not Positions -- Ch. 4. Invent Options for Mutual Gain -- Ch. 5. Insist on Using Objective Criteria -- Ch. 6. What If They Are More Powerful? (Develop Your BATNA -- Best Alternative To A Negotiated Agreement) -- Ch. 7. What If They Won't Play? (Use Negotiation Jujitsu) -- Ch. 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.
9781847940933 (pbk.) 9781847940933: £8.99 1847940935 (pbk.)
Communication.
Negotiation.
Negotiation in business.
158.5 / FIS