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 1983
OCLC Number 08669621
ISBN 0140065342; 9780140065343
Subjects Negotiation ; Onderhandelen ; Administracao ; Negocio Fiduciario ; Négociations ; Organization and Administration ; Negotiating ; Nâegociations
Additional Subjects Negotiation
Library Call Number Additional Info Location Last
EHAM  BF637.N4F57 1983 Region 1 Library/Boston,MA 09/02/1994
EJEM  BF637.N4F57 1983 OCSPP Chemical Library/Washington,DC 01/01/1988
Collation xiii, 161 pages ; 20 cm
Reprint. Originally published: Boston : Houghton Mifflin, 1981.
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. One of the key business texts of the modern era, Getting to Yes has helped millions of people learn a better way to negotiate. Based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution, it offers readers a straightforward, universally applicable method for reaching mutually satisfying agreements - at home, in business and with people in any situation.