Getting to Yes / Negotiating Agreement Without Giving In

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TextPublication details: Penguin Books, 2011Edition: 3rdDescription: 208ISBN:

9780143118756

Summary: A straightforward, universally applicable method for reaching mutually satisfying agreements - at home, in business, and with people in any situation. Preface, Acknowledgements, Introduction, The Problem, Don't Bargain Over Positions, The Method, Separate the People from the Problem, Focus on Interests and Not Positions, Invent Options for Mutual Gain, Insist on Using Objective Criteria, Yes But..., What if They are More Powerful, What if the Won't Play, What if the Use Dirty Tricks, In Conclusion, Ten Questions People Ask About Getting to Yes, About Fairness and ''Principled'' Negotiation, About Dealing with People, About Tactics, About Power.

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Item type	Current library	Call number	Vol info	Copy number	Status	Barcode
Books	MC Athens Campus Library	158/.5 FIS (Browse shelf(Opens below))	k	1	Available	9780000030443

A straightforward, universally applicable method for reaching mutually satisfying agreements - at home, in business, and with people in any situation. Preface, Acknowledgements, Introduction, The Problem, Don't Bargain Over Positions, The Method, Separate the People from the Problem, Focus on Interests and Not Positions, Invent Options for Mutual Gain, Insist on Using Objective Criteria, Yes But..., What if They are More Powerful, What if the Won't Play, What if the Use Dirty Tricks, In Conclusion, Ten Questions People Ask About Getting to Yes, About Fairness and ''Principled'' Negotiation, About Dealing with People, About Tactics, About Power.

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Getting to Yes / Negotiating Agreement Without Giving In