TY  - BOOK
AU  - Fisher, Roger
AU  - Ury, William -- author
AU  - Patton, Bruce -- editor
TI  - Getting to yes : : negotiating an agreement without giving in 
SN  - 9781847940933
U1  - 158.1 FIS 
PY  - 2012///
CY  - London : 
PB  - Random House Business, 
KW  - Negotiation.
KW  - Negotiation in business
N1  - 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)
ER  -