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 Penguin Books,
Year Published 2011
OCLC Number 609540048
ISBN 9780143118756; 0143118757
Subjects Negotiation ; Negotiating ; BUSINESS & ECONOMICS--Conflict Resolution & Mediation ; BUSINESS & ECONOMICS--Negotiating ; PSYCHOLOGY--Interpersonal Relations ; Fèorhandlingsteknik
Internet Access
Description Access URL
Cover image
Library Call Number Additional Info Location Last
EJAM  BF637.N4F57 2011 Region 3 Library/Philadelphia, PA 03/16/2020
ELBM  BF637.N4F57 2011 AWBERC Library/Cincinnati,OH 09/30/2015
ELCM HR BF637.N4F57 2011 NVFEL Library/Ann Arbor, MI 09/22/2014
Edition Third edition, revised edition.
Collation xxix, 204 pages ; 20 cm
Includes bibliographical references.
Contents Notes
"Since it was first published in 1981 Getting to Yes has become a central book in the Business Canon: the key text on the psychology of negotiation. Its message of "principled negotiations"--Finding acceptable compromise by determining which needs are fixed and which are flexible for negotiating parties--has influenced generations of businesspeople, lawyers, educators and anyone who has sought to achieve a win-win situation in arriving at an agreement. It has sold over 8 million copies worldwide in 30 languages, and since it was first published by Penguin in 1991 (a reissue of the original addition with Bruce Patton as additional coauthor) has sold over 2.5 million copies--which places it as the #10 bestselling title overall in Penguin Books, and #3 bestselling nonfiction title overall. We have recently relicensed the rights to Getting to Yes, and will be doing a new revised edition--a 30th anniversary of the original publication and 20th of the Penguin edition. The authors will be bringing the book up to date with new material and a assessment of the legacy and achievement of Getting to Yes after three decades"-- Don't bargain over positions -- Separate the people from the problem -- Focus on interests, not positions -- Invent options for mutual gain -- Insist on using objective criteria -- 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).