Record Display for the EPA National Library Catalog


Main Title Getting to yes : negotiating agreement without giving in /
Author Fisher, Roger,
Other Authors
Author Title of a Work
Ury, William.
Patton, Bruce.
Publisher Houghton Mifflin,
Year Published 1991
OCLC Number 25281801
ISBN 0395631246; 9780395631249; 0091640717; 9780091640712
Subjects Negotiation ; Negotiating ; Onderhandelen ; Verhandlungstechnik--(DE-588)4134584-8 ; Négociations ; Nâegociations
Internet Access
Description Access URL
Contributor biographical information
Publisher description
Library Call Number Additional Info Location Last
EKBM  BF637.N4F57 1991 Research Triangle Park Library/RTP, NC 08/19/2013
EMBM  BF637.N4F57 1992 NRMRL/GWERD Library/Ada,OK 12/14/2001
Edition 2nd ed. / by Fisher, Ury, and Patton.
Collation xix, 200 pages : illustrations ; 22 cm
Contents Notes
The problem. Don't bargain over positions -- The method. Separate the people from the problem ; Focus on interests, not positions ; Invent options for mutual gain ; Insist on using objective criteria -- Yes, but. What if they are more powerful? (Develop your BATNA -- Best Alternative To a Negotiated Agreement) ; What if they won't play? (Use negotiation jujitsu) ; What if they use dirty tricks? (Taming the hard bargainer) -- In Conclusion -- Ten questions people ask about getting to yes -- Analytical table of contents -- A note on the Harvard Negotiation Project. Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.