000			01189cam a22002174a 4500
005			20250605164103.0
008			250528s ||||||||||||||||||||||||d
035			_a17643
020			_a9780143118756
040			_aGR-AtMCL _bgre _dGR-AtMCL _eAACR2
245	1		_aGetting to Yes / Negotiating Agreement Without Giving In
250			_a3rd
260			_bPenguin Books, _c2011
300			_a208
520			_aA 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.
700	1		_aFisher Roger _93831
700	1		_aUry William _93832
942			_cBK
999			_c3045 _d3045