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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| KRX658.J676(2e) The property law of Ghana. / | KZ3275.S53(9e) International Law. / | BF637.N4.F57(3e) Getting to YES: negotiating agreement without giving in. / | BF637.N4.F571(3e) Getting to YES: negotiating agreement without giving in. / | BF637.N4.F572(3e) Getting to YES: negotiating agreement without giving in. / | KD1840.W55(6e) Questions and answers:equity and trusts. / | KD1840.W551(6e) Questions and answers:equity and trusts. / |
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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