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Getting to yes : negotiating agreement without giving in
Author
Title
Getting to yes : negotiating agreement without giving in / by Roger Fisher and William Ury, with Bruce Patton, editor.
ISBN
9781101539538
1101539534
9781101539545
1101539542
9780143118756
0143118757
Edition
Third edition, revised edition.
Publication
New York, New York : Penguin Books, 2011.
Physical Description
1 online resource ( xxix, 204 pages) : illustrations
Local Notes
Access is available to the Yale community.
Notes
Electronic reproduction. Ipswich, MA Available via World Wide Web.
Access and use
Access restricted by licensing agreement.
Other formats
Print version: Fisher, Roger, 1922- Getting to yes. 3rd ed., rev. ed. New York : Penguin, 2011
Format
Books / Online
Language
English
Added to Catalog
September 24, 2021
Bibliography
Includes bibliographical references.
Contents
Ch. 1. Don't Bargain Over Positions
Ch. 2. Separate the People from the Problem
Ch. 3. Focus on Interests, Not Positions
Ch. 4. Invent Options for Mutual Gain
Ch. 5. Insist on Using Objective Criteria
Ch. 6. What If They Are More Powerful? (Develop Your BATNA
Best Alternative To A Negotiated Agreement)
Ch. 7. What If They Won't Play? (Use Negotiation Jujitsu)
Ch. 8. What If They Use Dirty Tricks? (Taming the Hard Bargainer).
Subjects
Subjects (Medical)
Negotiating.
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