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Getting to yes : negotiating agreement without giving in / by Roger Fisher and William Ury ; with Bruce Patton, editor.

By: Contributor(s): Publisher: New York, New York : Penguin Books, 2011Edition: Third edition, revised editionDescription: xxix, 204 pages ; 20 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 9780143118756
  • 0143118757
Subject(s): Genre/Form: DDC classification:
  • 158/.5 22
LOC classification:
  • BF637.N4 F57 2011
NLM classification:
  • BF 637.N4
Other classification:
  • BF 637.N4
  • C912.3
Contents:
Don't bargain over positions -- Separate the people from the problem -- Focus on interests, not positions -- Invent options for mutual gain -- Insist on using objective criteria -- What if they are more powerful? (Develop your BATNA -- Best Alternative to a Negotiated Agreement) -- What if they won't play? (Use negotiation jujitsu) -- What if they use dirty tricks? (Taming the hard bargainer).
Summary: "Since it was first published in 1981 Getting to Yes has become a central book in the Business Canon: the key text on the psychology of negotiation. Its message of "principled negotiations"--Finding acceptable compromise by determining which needs are fixed and which are flexible for negotiating parties--has influenced generations of businesspeople, lawyers, educators and anyone who has sought to achieve a win-win situation in arriving at an agreement. It has sold over 8 million copies worldwide in 30 languages, and since it was first published by Penguin in 1991 (a reissue of the original addition with Bruce Patton as additional coauthor) has sold over 2.5 million copies--which places it as the #10 bestselling title overall in Penguin Books, and #3 bestselling nonfiction title overall. We have recently relicensed the rights to Getting to Yes, and will be doing a new revised edition--a 30th anniversary of the original publication and 20th of the Penguin edition. The authors will be bringing the book up to date with new material and a assessment of the legacy and achievement of Getting to Yes after three decades"-- Provided by publisher.
List(s) this item appears in: Administrators Conference 2022 | Project management
Holdings
Item type Current library Call number Copy number Status Date due Barcode Item holds
BOOK BOOK NCAR Library Foothills Lab BF637 .N4 .F57 2011 1 Available 50583020020065
Total holds: 0

Includes bibliographical references.

Don't bargain over positions -- Separate the people from the problem -- Focus on interests, not positions -- Invent options for mutual gain -- Insist on using objective criteria -- What if they are more powerful? (Develop your BATNA -- Best Alternative to a Negotiated Agreement) -- What if they won't play? (Use negotiation jujitsu) -- What if they use dirty tricks? (Taming the hard bargainer).

"Since it was first published in 1981 Getting to Yes has become a central book in the Business Canon: the key text on the psychology of negotiation. Its message of "principled negotiations"--Finding acceptable compromise by determining which needs are fixed and which are flexible for negotiating parties--has influenced generations of businesspeople, lawyers, educators and anyone who has sought to achieve a win-win situation in arriving at an agreement. It has sold over 8 million copies worldwide in 30 languages, and since it was first published by Penguin in 1991 (a reissue of the original addition with Bruce Patton as additional coauthor) has sold over 2.5 million copies--which places it as the #10 bestselling title overall in Penguin Books, and #3 bestselling nonfiction title overall. We have recently relicensed the rights to Getting to Yes, and will be doing a new revised edition--a 30th anniversary of the original publication and 20th of the Penguin edition. The authors will be bringing the book up to date with new material and a assessment of the legacy and achievement of Getting to Yes after three decades"-- Provided by publisher.

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