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Getting to yes : negotiating agreement without giving in /

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"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...

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Bibliographic Details
Main Author: Fisher, Roger C (Author)
Other Authors: Ury, William (William L.), Patton, Bruce (Bruce M.)
Format: Book
Language:English
Published: New York : Penguin, [2011]
Edition:3rd ed.
Subjects:
Negotiation.
Négociations.
negotiating.
negotiation.
BUSINESS & ECONOMICS > Conflict Resolution & Mediation.
BUSINESS & ECONOMICS > Negotiating.
PSYCHOLOGY > Interpersonal Relations.
Nonfiction.
Online Access:Cover image
Table of Contents:
  • 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).