| 000 | 01147nam a22002177a 4500 | ||
|---|---|---|---|
| 008 | 171122b xxu||||| |||| 00| 0 eng d | ||
| 020 | _a9781847940933 | ||
| 041 | _aEnglish | ||
| 082 | _a158.1 FIS | ||
| 100 | _aFisher, Roger | ||
| 245 |
_aGetting to yes : _bnegotiating an agreement without giving in / _cRoger Fisher; William Ury; Bruce Patton |
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| 260 |
_aLondon : _bRandom House Business, _c2012. |
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| 300 |
_a204 p. ; _c20 cm. |
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| 500 | _aPrevious edition: 1999. | ||
| 505 | _aChapter 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) | ||
| 650 | _aNegotiation. | ||
| 650 | _aNegotiation in business. | ||
| 700 | _aUry, William -- author | ||
| 700 | _aPatton, Bruce -- editor | ||
| 942 | _c1 | ||
| 999 |
_c13464 _d13464 |
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