Getting to Yes : negotiating an agreement without giving in

By:

Fisher, Roger

Contributor(s):

Ury, William

Publication details: Random house business books 2012 LondonDescription: xxvii,204pISBN:

9781847940933

DDC classification:

658.723 FIS

Contents:

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

Tags from this library: No tags from this library for this title. Log in to add tags.

Average rating: 0.0 (0 votes)

Holdings
Item type	Current library	Collection	Call number	Status	Date due	Barcode	Item holds
Book	CEPT Library	Faculty of Planning	658.723 FIS	Available		013722
Book	CEPT Library	Faculty of Planning	658.723 FIS	Available		013723

Total holds: 0

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

There are no comments on this title.

to post a comment.


Location Chart	Basement 1 (B1)	Class No. 600 - 649, 660 - 699
	(B1) :Mezzanine 1	Class No. 700 - 728
	(B1) :Mezzanine 2	Class No. 728.1 - 799, 650 - 659, Reference Books, Faculty work
	Basement 2 (B2)	Class No. 000 - 599, 800-999
	Basement 3 (B3) (Please Inquire at the Counter for resources)	Theses, Students' works, Bound Journals, Drawings, Atlas, Oversize Books, Rare Books, IS codes, Non-book Materials