Getting to yes : negotiating an agreement without giving in / Roger Fisher and William Ury
Material type:
TextPublication details: United Kingdom : Rh Business Books, c2011. Edition: Rev. edDescription: xiii, 204 p. : 20 cmISBN: 9781847940933DDC classification: 158.5 FIS
| Item type | Current library | Home library | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|---|
English Lending
|
Villa College Library | Villa College Library | 158.5 FIS (Browse shelf(Opens below)) | Checked out | 01/28/2026 | 18052 |
CONTENT
Acknowledgments
Introduction
Part I: The Problem
Don't Bargain Over Positions
Part II: The Method
Separate the People from the Problem
Focus on Interests, Not Positions
Invent Options for Mutual Gain
Insist on Using Objective Criteria
Part III: Yes, But...
What If They Are More Powerful?
(Develop Your BATNA—Best Alternative to a Negotiated Agreement)
What If They Won't Play?
(Use Negotiation Jujitsu)
What If They Use Dirty Tricks?
(Taming the Hard Bargainer)
Part IV: In Conclusion
Part V: Ten Questions People Ask About Getting to Yes
Analytical Table of Contents
A Note on the Harvard Negotiation Project
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