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Getting to yes : negotiating an agreement without giving in /

By: Fisher, Roger, 1922-2012.
Contributor(s): Ury, William | Patton, Bruce.
Publisher: London : Random House Business, 2012Edition: Rev. and updated ed.Description: xxvii, 204 p. ; 24 cm.Content type: text Media type: unmediated Carrier type: volumeISBN: 9781847940933 (pbk.); 9781847940933:; 1847940935 (pbk.).Subject(s): Communication | Negotiation | Negotiation in businessDDC classification: 158.5
Contents:
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)
Summary: 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.
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Holdings
Item type Current library Call number Copy number Status Date due Barcode Item holds
Standard Loan Standard Loan ATU Sligo Yeats Library Main Lending Collection 158.5 FIS (Browse shelf(Opens below)) 1 Available 0063827
Standard Loan Standard Loan ATU St Angela's McKeown Library Main Lending Collection 158.5 (Browse shelf(Opens below)) Available T36870
Total holds: 0

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.

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