Getting to yes : negotiating agreement without giving in

By:

Fisher, Roger

Contributor(s):

Material type: Text

TextPublication details: Penguin Books, New York, 1991.Description: xix, 200 pages ; 20 cmISBN:

9780140157352

Subject(s):

DDC classification:

158.5 FIS

Summary: "Getting to Yes offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict -- whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution from domestic to business to international, Getting to Yes tells you how to separate the people from the problem; focus on interests, not positions; work together to create options that will satisfy both parties; and negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks."

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Holdings
Item type	Current library	Collection	Call number	Status	Date due	Barcode
Books	Symbiosis Institute of Business Management - Hyderabad General	General Book	158.5 FIS (Browse shelf(Opens below))	Available		SIBMH-B-4354

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Previous	158.35 JAC Group counseling: strategies and skills	158.4 GOR Leader effectiveness training, L.E.T.: the no-lose way to release the productive potential of people	158.5 COH You can negotiate anything	158.5 FIS Getting to yes : negotiating agreement without giving in	158.5 NIE The art of negotiating : psychological strategies for gaining advantageous bargains	158.7 ACH The happiness advantage : the seven principles that fuel success and performance at work	158.7 HAL Driven to distraction at work: how to focus and be more productive	Next

"Getting to Yes offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict -- whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution from domestic to business to international, Getting to Yes tells you how to separate the people from the problem; focus on interests, not positions; work together to create options that will satisfy both parties; and negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to "dirty tricks."

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