Fisher, Roger creator Ury, William text xxu New York Penguin Group 2011 3rd ed. monographic eng

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xxix, 204p.: 20 cm. 20 cm. 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. Roger Fisher and William Ury BF637.N4 F57(3e) 9780143118756 190709 20240808120149.0