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

Nā: Kaituhi: Momo rauemi: TextTextKaiwhakaputa: London : Random House Business Books, 2012Copyright date: ©2011Edition: Updated and revised, Third editionWhakaahuatanga: xxvii, 204 pages : illustrations ; 20 cmContent type:
  • text
  • still image
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 9781847940933
Tētahi atu taitaia:
  • Negotiating an agreement without giving in
Ngā marau: DDC classification:
  • 158.5 23
LOC classification:
  • BF637.N4 F57 2012
Available additional physical forms:
  • Also issued online.
Contents:
I. The problem. 1. Don't bargain over positions -- II. The method. 2. Separate the people from the problem -- 3. Focus on interests, not positions -- 4. Invent options for mutual gain -- 5. Insist on using objective criteria -- III. Yes, but ... 6. What if they are more powerful? (Develop your BATNA - Best Alternative to a Negotiated Agreement) -- 7. What if they won't play? (Use negotiation jujitsu) -- 8. What if they use dirty tricks? (Taming the hard bargainer) -- IV. In Conclusion. -- V. Ten questions people ask about Getting to Yes.
Summary: This is the world's bestselling guide to negotiation. Getting to Yes has been in print for over thirty years, and in that time has helped millions of people secure win-win agreements both at work and in their private lives. Including principles such as: Don't bargain over positions; Separate the people from the problem; and, Insist on objective criteria, Getting to Yes simplifies the whole negotiation process, offering a highly effective framework that will ensure success.
Ngā tūtohu mai i tēnei whare pukapuka: Kāore he tūtohu i tēnei whare pukapuka mō tēnei taitara. Takiuru ki te tāpiri tūtohu.
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Nonfiction Ōpunakē LibraryPlus Nonfiction Nonfiction 158.5 (Tirotirohia te whatanga(Opens below)) I takina atu 12/04/2024 i2225408
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Previous edition: 1999.

Includes bibliographical references.

I. The problem. 1. Don't bargain over positions -- II. The method. 2. Separate the people from the problem -- 3. Focus on interests, not positions -- 4. Invent options for mutual gain -- 5. Insist on using objective criteria -- III. Yes, but ... 6. What if they are more powerful? (Develop your BATNA - Best Alternative to a Negotiated Agreement) -- 7. What if they won't play? (Use negotiation jujitsu) -- 8. What if they use dirty tricks? (Taming the hard bargainer) -- IV. In Conclusion. -- V. Ten questions people ask about Getting to Yes.

This is the world's bestselling guide to negotiation. Getting to Yes has been in print for over thirty years, and in that time has helped millions of people secure win-win agreements both at work and in their private lives. Including principles such as: Don't bargain over positions; Separate the people from the problem; and, Insist on objective criteria, Getting to Yes simplifies the whole negotiation process, offering a highly effective framework that will ensure success.

Also issued online.

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