Getting to Yes : negotiating an agreement without giving in
Fisher, Roger
Getting to Yes : negotiating an agreement without giving in - London Random house business books 2012 - xxvii,204p.
Contents
Preface to the Third Edition
Preface to the Second Edition
Acknowledgments
introduction
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
Ill YES, BUT...
6 What If They Are More Powerful? (DEVELOP YOUR BATNA- BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT)
7 What If They Wont Play? [USE NEGOTIATION JUJITSU)
8 What If They Use Dirty Tricks? (TAMING THE HARD BARGAINER)
IV IN CONCLUSION
TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES
Analytical Table of Contents A Note on the Harvard Negotiation Project
9781847940933
658.723 / FIS
Getting to Yes : negotiating an agreement without giving in - London Random house business books 2012 - xxvii,204p.
Contents
Preface to the Third Edition
Preface to the Second Edition
Acknowledgments
introduction
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
Ill YES, BUT...
6 What If They Are More Powerful? (DEVELOP YOUR BATNA- BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT)
7 What If They Wont Play? [USE NEGOTIATION JUJITSU)
8 What If They Use Dirty Tricks? (TAMING THE HARD BARGAINER)
IV IN CONCLUSION
TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES
Analytical Table of Contents A Note on the Harvard Negotiation Project
9781847940933
658.723 / FIS