Getting to Yes: Negotiating Agreement Without Giving In
Type
Book
Authors
ISBN 10
0140157352
ISBN 13
9780140157352
Category
Unknown
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Publication Year
1992
Publisher
Pages
200
Subject
Negotiation.
Abstract
A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting nasty.
Description
Part 1 : The problem -- Don't bargain over positions -- Part 2 : The method -- Separate the people from the problem -- Focus on interests, not positions -- Invent options for mutual gain -- Insist on using objective criteria -- Part 3 : Yes, but ... -- What if they are more powerful? -- What if they won't play? -- What if they use dirty tricks? -- Part 4 : In conclusion -- Part 5 : Ten questions people ask about getting to yes.
Number of Copies
1
