Getting to yes : negotiating an agreement without giving in / Roger Fisher and William Ury

By: Fisher, Roger | Ury, WilliamMaterial type: Text

TextPublication details: United Kingdom : Rh Business Books, c2011. Edition: Rev. edDescription: xiii, 204 p. : 20 cmISBN: 9781847940933DDC classification: 158.5 FIS

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Holdings
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

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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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