000			01092 a2200169 4500
020			_a9781847940933
082			_a658.723 _bFIS
100			_aFisher, Roger
245			_aGetting to Yes : negotiating an agreement without giving in
260			_bRandom house business books _c2012 _aLondon
300			_axxvii,204p.
505			_aContents 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
700			_aUry, William
890			_aUK
891			_aFP
942			_2ddc
999			_c41157 _d41157