TY  - GEN
AU  - Fisher, Roger
AU  - Ury, William
TI  - Getting to Yes : negotiating an agreement without giving in
SN  - 9781847940933
U1  - 658.723 
PY  - 2012///
CY  - London
PB  - Random house business books
N1  - 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

ER  -