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

By: Contributor(s): Material type: TextTextPublication details: New York : Penguin, 2011.Edition: 3rd ed., rev. edDescription: xxix, 204 p. : ill. ; 20 cmISBN:
  • 0143118757 (pbk.)
  • 9780143118756 (pbk.)
Subject(s):
Contents:
Ch. 1. Don't Bargain Over Positions -- Ch. 2. Separate the People from the Problem -- Ch. 3. Focus on Interests, Not Positions -- Ch. 4. Invent Options for Mutual Gain -- Ch. 5. Insist on Using Objective Criteria -- Ch. 6. What If They Are More Powerful? (Develop Your BATNA - Best Alternative To A Negotiated Agreement) -- Ch. 7. What If They Won't Play? (Use Negotiation Jujitsu) -- Ch. 8. What If They Use Dirty Tricks? (Taming the Hard Bargainer)
Summary: "Since it was first published in 1981 Getting to Yes has become a central book in the Business Canon: the key text on the psychology of negotiation. Its message of "principled negotiations"--finding acceptable compromise by determining which needs are fixed and which are flexible for negotiating parties--has influenced generations of businesspeople, lawyers, educators and anyone who has sought to achieve a win-win situation in arriving at an agreement. It has sold over 8 million copies worldwide in 30 languages, and since it was first published by Penguin in 1991 (a reissue of the original addition with Bruce Patton as additional coauthor) has sold over 2.5 million copies--which places it as the #10 bestselling title overall in Penguin Books, and #3 bestselling nonfiction title overall. We have recently relicensed the rights to Getting to Yes, and will be doing a new revised edition--a 30th anniversary of the original publication and 20th of the Penguin edition. The authors will be bringing the book up to date with new material and a assessment of the legacy and achievement of Getting to Yes after three decades"-- Provided by publisher.
Holdings
Item type Home library Collection Call number Materials specified Status Date due Barcode Item holds
Adult Book Adult Book Main Library NonFiction 158.5 F535 Checked out 05/13/2024 33111006687160
Total holds: 0

Enhanced descriptions from Syndetics:

The key text on problem-solving negotiation-updated and revised

Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution.

Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken.

Includes bibliographical references.

Ch. 1. Don't Bargain Over Positions -- Ch. 2. Separate the People from the Problem -- Ch. 3. Focus on Interests, Not Positions -- Ch. 4. Invent Options for Mutual Gain -- Ch. 5. Insist on Using Objective Criteria -- Ch. 6. What If They Are More Powerful? (Develop Your BATNA - Best Alternative To A Negotiated Agreement) -- Ch. 7. What If They Won't Play? (Use Negotiation Jujitsu) -- Ch. 8. What If They Use Dirty Tricks? (Taming the Hard Bargainer)

"Since it was first published in 1981 Getting to Yes has become a central book in the Business Canon: the key text on the psychology of negotiation. Its message of "principled negotiations"--finding acceptable compromise by determining which needs are fixed and which are flexible for negotiating parties--has influenced generations of businesspeople, lawyers, educators and anyone who has sought to achieve a win-win situation in arriving at an agreement. It has sold over 8 million copies worldwide in 30 languages, and since it was first published by Penguin in 1991 (a reissue of the original addition with Bruce Patton as additional coauthor) has sold over 2.5 million copies--which places it as the #10 bestselling title overall in Penguin Books, and #3 bestselling nonfiction title overall. We have recently relicensed the rights to Getting to Yes, and will be doing a new revised edition--a 30th anniversary of the original publication and 20th of the Penguin edition. The authors will be bringing the book up to date with new material and a assessment of the legacy and achievement of Getting to Yes after three decades"-- Provided by publisher.

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