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Book Cover
Author Fisher, Roger, 1922-2012, author

Title Getting to yes : negotiating agreement without giving in / by Roger Fisher and William Ury ; with Bruce Patton, editor
Edition Third edition, revised edition
Published New York : Penguin, 2011
New York, New York : Penguin Books, 2011


Location Call no. Vol. Availability
 MELB  158.5 Fis/Gty 2011  DUE 08-12-22
 MELB  158.5 Fis/Gty 2011  AVAILABLE
Description xxix, 204 pages ; 20 cm
Contents Don't bargain over positions -- Separate the people from the problem -- Focus on interests, not positions -- Invent options for mutual gain -- Insist on using objective criteria -- What if they are more powerful? (Develop your BATNA -- Best Alternative to a Negotiated Agreement) -- What if they won't play? (Use negotiation jujitsu) -- What if they use dirty tricks? (Taming the hard bargainer)
Summary "Since it was first published in 1981 Getting to Yes has become a central book in the Business Canon: the key text on the psychology of negotiation. Its message of "principled negotiations"--Finding acceptable compromise by determining which needs are fixed and which are flexible for negotiating parties--has influenced generations of businesspeople, lawyers, educators and anyone who has sought to achieve a win-win situation in arriving at an agreement. It has sold over 8 million copies worldwide in 30 languages, and since it was first published by Penguin in 1991 (a reissue of the original addition with Bruce Patton as additional coauthor) has sold over 2.5 million copies--which places it as the #10 bestselling title overall in Penguin Books, and #3 bestselling nonfiction title overall. We have recently relicensed the rights to Getting to Yes, and will be doing a new revised edition--a 30th anniversary of the original publication and 20th of the Penguin edition. The authors will be bringing the book up to date with new material and a assessment of the legacy and achievement of Getting to Yes after three decades"--
Analysis Administration
Human relations
Notes Originally published: Boston, Mass. : Houghton Mifflin, 1981
Previous (2nd) edition published 1991
Bibliography Includes bibliographical references
Subject Conflict (Psychology)
Interpersonal relations.
Negotiation in business.
Persuasion (Psychology)
Author Patton, Bruce, editor
Ury, William, author
LC no. 2011006319
ISBN 0143118757