Getting to yes : negotiating an agreement without giving in / by Roger Fisher and William Ury ; with Bruce Patton, editor.
Momo rauemi: TextKaiwhakaputa: London : Random House Business Books, 2012Copyright date: ©2011Edition: Updated and revised, Third editionWhakaahuatanga: xxvii, 204 pages : illustrations ; 20 cmContent type:- text
- still image
- unmediated
- volume
- 9781847940933
- Negotiating an agreement without giving in
- 158.5 23
- BF637.N4 F57 2012
- Also issued online.
Momo tuemi | Tauwāhi onāianei | Kohinga | Tau karanga | Tūnga | Rā oti | Waeherepae | Ngā puringa tuemi | |
---|---|---|---|---|---|---|---|---|
Nonfiction | Ōpunakē LibraryPlus Nonfiction | Nonfiction | 158.5 (Tirotirohia te whatanga(Opens below)) | I takina atu | 12/04/2024 | i2225408 |
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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