Getting to YES: negotiating agreement without giving in. / Roger Fisher and William Ury
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TextPublication details: New York: Penguin Group, 2011.Edition: 3rd edDescription: xxix, 204p.: 20 cm. 20 cmISBN: - 9780143118756
- BF637.N4 F57(3e)
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| KD1554.A7.B881(13e) Smith and Thomas: a casebook on contract. / | KD979.S63(3e) Conveyancing. / | KD979.S631(3e) Conveyancing. / | BF637.N4.F571(3e) Getting to YES: negotiating agreement without giving in. / | KRX4604.3196.M46(5e) The annotated criminal offences act of Ghana. / | KRX4604.3196.M461(5e) The annotated criminal offences act of Ghana. / | KRX19.A3.G34(1961, Pt. 2) The Ghana Law Reports : Cases determined by the Supreme Court and High Court of the Republic of Ghana. / |
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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