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Getting to yes : negotiating agreement without giving in

Title
Getting to yes : negotiating agreement without giving in / by Roger Fisher and William Ury, with Bruce Patton, editor.
ISBN
0140157352 :
9780140157352
Edition
2nd ed.
Published
New York, N.Y. : Penguin Books, 1991.
Physical Description
1 online resource
Notes
On cover: With answers to ten questions people ask.
"A Penguin original."
1st ed. published: Boston : Houghton Mifflin, c1981.
Variant and related titles
Internet Archive collection.
Format
Books
Language
English
Added to Catalog
May 07, 2020
Contents
[pt. 1.] The problem
Don't bargain over positions
[pt. 2.] The method
Separate the people from the problem
Focus on interests, not positions
Invent options for mutual gain
Insist on using objective criteria
[pt. 3.] Yes, but...
What if they are more powerful?
What if they won't play?
What if they use dirty tricks?
[pt. 4.] In Conclusion
[pt. 5.] Ten questions people ask about getting to yes.
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