Screen LibraryGetting to yes : negotiating agreement without giving in /
"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...
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| Group Author: | ; |
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| Literature type: | Book |
| Language: | English |
| Edition: | 3rd ed., rev. ed. |
| Subjects: | |
| 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 a |
| Carrier Form: | xxix, 204 p. : ill. ; 20 cm. |
| Bibliography: | Includes bibliographical references. |
| ISBN: |
9780143118756 (pbk.) : 0143118757 (pbk.) |
| Index Number: | BF637 |
| CLC: | B849 |
| Call Number: | B849/F535-1/3rd.rev.ed. |
| 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) |