Getting to Yes: Negotiating an agreement without giving in by Roger Fisher
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Getting to Yes
Getting to Yes
Summary
A straightforward no-nonsense strategy for negotiation, this provides a few simple principles designed to guide you, no matter what tricks your adversaries try. The Better Business Guides are designed to offer up-to-date, practical advice on the ever-changing world of business.
Getting to Yes Summary
Table of Contents
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 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: analytical table of contents; a note on the Harvard Negotiation Project.
Additional information
GOR000701845
9780091640712
0091640717
Getting to Yes: Negotiating an agreement without giving in by Roger Fisher
Used - Very Good
Paperback
Cornerstone
19890302
161
N/A
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