| Main Title |
Getting to yes : negotiating agreement without giving in / |
| Author |
Fisher, Roger,
|
| Other Authors |
|
| 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 |
|
| Holdings |
| Library |
Call Number |
Additional Info |
Location |
Last
Modified |
Checkout
Status |
| 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 |
STATUS |
|
| 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. |
| Place Published |
Boston |
| PUB Date Free Form |
1991 |
| BIB Level |
m |
| Medium |
unmediated |
| Content |
text |
| Carrier |
volume |
| Cataloging Source |
OCLC/T |
| LCCN |
92001139 |
| Merged OCLC records |
28442636; 1000125240; 1038143806; 1058375303; 1109179729; 1167006040 |
| OCLC Time Stamp |
20160622114348 |
| Language |
eng |
| Origin |
OCLC |
| Type |
CAT |
| OCLC Rec Leader |
02671cam 2200553 a 45010 |
