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Getting to YES: negotiating agreement without giving in. / Roger Fisher and William Ury

By: Contributor(s): Material type: TextPublication details: New York: Penguin Group, 2011.Edition: 3rd edDescription: xxix, 204p.: 20 cm. 20 cmISBN:
  • 9780143118756
LOC classification:
  • BF637.N4 F57(3e)
Contents:
Contents: 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? -- What if they won't play? -- What if they use dirty tricks -- In conclusion -- Ten questions people ask about getting to YES: Questions about fairness and ''principled'' negotiation -- Questions about dealing with people -- Questions about tactics -- Questions about power.
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Books WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY REF - SPECIAL LAW COLLECTION WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY BF637.N4.F57(3e) (Browse shelf(Opens below)) 1 Available 298/298/24
Books WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY REF - SPECIAL LAW COLLECTION WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY BF637.N4.F571(3e) (Browse shelf(Opens below)) 2 Available 299/299/24
Books WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY REF - SPECIAL LAW COLLECTION WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY BF637.N4.F572(3e) (Browse shelf(Opens below)) 3 Available 300/300/24
Books WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY Law Library WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY BF637.N4 F57 (Browse shelf(Opens below)) Available 2687/037/19
Books WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY Law Library WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY BF637.N4.F57(3e) (Browse shelf(Opens below)) 1 Available KSL/020/19
Books WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY Law Library WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY BF637.N4.F571(3e) (Browse shelf(Opens below)) 2 Available KSL/021/19

Contents: 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? -- What if they won't play? -- What if they use dirty tricks -- In conclusion -- Ten questions people ask about getting to YES: Questions about fairness and ''principled'' negotiation -- Questions about dealing with people -- Questions about tactics -- Questions about power.

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