Getting to yes : negotiating an agreement without giving in /: negotiating an agreement without giving in. (2012)

• Record Type: Book
• Further Information: Note: By Roger Fisher and William Ury with Bruce Patton, editor.
• Other Names: Fisher, Roger, 1922-2012; Ury, William; Patton, Bruce
• Contents: Ch. 1. Don't Bargain Over Positions -- Ch. 2. Separate the People from the Problem -- Ch. 3. Focus on Interests, Not Positions -- Ch. 4. Invent Options for Mutual Gain -- Ch. 5. Insist on Using Objective Criteria -- Ch. 6. What If They Are More Powerful? (Develop Your BATNA -- Best Alternative To A Negotiated Agreement) -- Ch. 7. What If They Won't Play? (Use Negotiation Jujitsu) -- Ch. 8. What If They Use Dirty Tricks? (Taming the Hard Bargainer).
• Edition: Revised and updated edition
• Publisher Details: London : Random House Business
• Publication Date: 2012
• Extent: 1 online resource (xxvii, 204 pages)
• Subjects: 158.5; BUSINESS & ECONOMICS / Negotiating; Negotiation; Negotiation in business; Negotiation; Negotiation in business; Electronic books
• Languages: English
• ISBNs: 9781448136094; 1448136091
• Related ISBNs: 9781847940933; 1847940935
• Notes: Note: Print version record.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.