Getting to yes :
Fisher, Roger, 1922-2012.
Getting to yes : negotiating agreement without giving in / by Roger Fisher and William Ury, with Bruce Patton, editor. - 2nd ed. - New York, N.Y. : Penguin Books, 1991. - xix, 200 p. ; 20 cm.
On cover: With answers to ten questions people ask. "A Penguin original." 1st ed. published: Boston : Houghton Mifflin, c1981.
Part 1 : The problem -- Don't bargain over positions -- Part 2 : The method -- Separate the people from the problem -- Focus on interests, not positions -- Invent options for mutual gain -- Insist on using objective criteria -- Part 3 : Yes, but ... -- What if they are more powerful? -- What if they won't play? -- What if they use dirty tricks? -- Part 4 : In conclusion -- Part 5 : Ten questions people ask about getting to yes.
A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting nasty.
0140157352 9780140157352
BF637.N4F57 1991
Negotiation.
Conflict (Psychology)
Interpersonal Relations.
Negotiating.
Psychology, Applied.
Conflict (Psychology.)
Interpersonal relations.
N�egociations.
Onderhandelen.
Sozialer Konsens.
Interpersonale Kommunikation.
Verhandlung.
Negotiation.
D�eveloppement d'aptitudes.
R�eunions.
N�egociation.
Psychologie du travail.
BF637.N4 / F57 1991
158/.5
Getting to yes : negotiating agreement without giving in / by Roger Fisher and William Ury, with Bruce Patton, editor. - 2nd ed. - New York, N.Y. : Penguin Books, 1991. - xix, 200 p. ; 20 cm.
On cover: With answers to ten questions people ask. "A Penguin original." 1st ed. published: Boston : Houghton Mifflin, c1981.
Part 1 : The problem -- Don't bargain over positions -- Part 2 : The method -- Separate the people from the problem -- Focus on interests, not positions -- Invent options for mutual gain -- Insist on using objective criteria -- Part 3 : Yes, but ... -- What if they are more powerful? -- What if they won't play? -- What if they use dirty tricks? -- Part 4 : In conclusion -- Part 5 : Ten questions people ask about getting to yes.
A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting nasty.
0140157352 9780140157352
BF637.N4F57 1991
Negotiation.
Conflict (Psychology)
Interpersonal Relations.
Negotiating.
Psychology, Applied.
Conflict (Psychology.)
Interpersonal relations.
N�egociations.
Onderhandelen.
Sozialer Konsens.
Interpersonale Kommunikation.
Verhandlung.
Negotiation.
D�eveloppement d'aptitudes.
R�eunions.
N�egociation.
Psychologie du travail.
BF637.N4 / F57 1991
158/.5