Getting to yes : negotiating an agreement without giving in / Roger Fisher; William Ury; Bruce Patton
By: Fisher, Roger
Contributor(s): Ury, William -- author | Patton, Bruce -- editor
Material type:
TextLanguage: English Publisher: London : Random House Business, 2012Description: 204 p. ; 20 cmISBN: 9781847940933Subject(s): Negotiation | Negotiation in businessDDC classification: 158.1 FIS | Item type | Current location | Call number | Status | Date due | Barcode |
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WeSchool, Bangalore | 158.1 FIS (Browse shelf) | Available | B012904 |
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| 158.1 DYE The Sky'S The Limit | 158.1 EUR Insight : the power of self-awareness in a self-deluded world | 158.1 FER Tribe of mentors : short life advice from the best in the world / | 158.1 FIS Getting to yes : | 158.1 FLE Effective Interviewing | 158.1 FOR The Secret Of The Shadow : The Power Of Owning Your Whole Story | 158.1 FOW Disciplinary Interview |
Previous edition: 1999.
Chapter 1. Don't bargain over positions --
Chapter 2. Separate the people from the problem --
Chapter 3. Focus on interests, not positions --
Chapter 4. Invent options for mutual gain --
Chapter 5. Insist on using objective criteria --
Chapter 6. What if they are more powerful? (Develop your BATNA --
Best alternative to a negotiated agreement) --
Chapter 7. What if they won't play? (Use negotiation jujitsu) --
Chapter 8. What if they use dirty tricks? (Taming the hard bargainer)
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