Getting to Yes Negotiating Agreement Without Giving In 1st Edition by Roger Fisher, William Ury, Bruce Patton ISBN 1101539542 9781101539545

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Product details:

ISBN 10: 1101539542

ISBN 13: 978-1101539545

Author:  Roger Fisher, William L. Ury, Bruce Patton 

Getting to Yes: Negotiating Agreement Without Giving In 1st Edition: d

 

Getting to Yes: Negotiating Agreement Without Giving In 1st Edition Table of contents:

I. THE PROBLEM

1. Don’t Bargain Over Positions

II. THE METHOD
2. Separate the People from the Problem
3. Focus on Interests, Not Positions
4. Invent Options for Mutual Gain
5. Insist on Using Objective Criteria

III. YES, BUT . . .
6. What If They Are More Powerful?
7. What If They Won’t Play?
8. What If They Use Dirty Tricks?

IV. IN CONCLUSION

V. TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES

• Ten Questions People Ask About Getting to YES

• Analytical Table of Contents

• A Note on the Harvard Negotiation Project

 

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