Main Title |
Getting to yes : negotiating agreement without giving in / |
Author |
Fisher, Roger,
|
Other Authors |
|
Publisher |
Penguin Books, |
Year Published |
1983 |
OCLC Number |
08669621 |
ISBN |
0140065342; 9780140065343 |
Subjects |
Negotiation ;
Organization ;
Organization and Administration ;
Negotiating ;
Verhandlungstechnik ;
Onderhandelen ;
Administracao ;
Negocio Fiduciario ;
N egociations ;
Négociations ;
Nâegociations
|
Additional Subjects |
Negotiation
|
Holdings |
Library |
Call Number |
Additional Info |
Location |
Last Modified |
Checkout Status |
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 |
Notes |
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. |
Place Published |
New York, N.Y. |
Access Notes |
Also issued online. |
PUB Date Free Form |
1983 |
BIB Level |
m |
Document Type |
BC |
Cataloging Source |
OCLC/T |
LCCN |
82013223 |
Merged OCLC records |
9668042; 24362255; 173669057; 733083197; 762179910; 988471751; 1020191436; 1355337338 |
OCLC Time Stamp |
20110915132116 |
Language |
eng |
Origin |
OCLC |
Type |
CAT |
OCLC Rec Leader |
02050cam 2200469 a 45020 |