Getting to yes : negotiating an agreement without giving in / by Roger Fisher and William Ury, with Bruce Patton, editor

By: Fisher, Roger, 1922-2012Contributor(s): Ury, William | Patton, BruceMaterial type: TextTextCopyright date: 2011Edition: Updated and revisedDescription: 204 pages : illustrationsContent type: text Media type: unmediated Carrier type: volumeISBN: 9781847940933 (paper back)Subject(s): Negotiating | NegotiationLOC classification: BF637.N4 FISOnline resources: Cover image
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)
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"-- Provided by publisher
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Item type Current library Collection Call number Copy number Status Date due Barcode
Core Textbook Collection Core Textbook Collection Main Library -University of Zimbabwe
Main Library Core Textbook Collections
Core Textbook Collections BF637.N4 FIS (Browse shelf(Opens below)) 1 Available 36200007076
Core Textbook Collection Core Textbook Collection Main Library -University of Zimbabwe
Main Library Core Textbook Collections
Core Textbook Collections BF637.N4 FIS (Browse shelf(Opens below)) 1 Available 36004003222
Core Textbook Collection Core Textbook Collection Main Library -University of Zimbabwe
Main Library Core Textbook Collections
Core Textbook Collections BF637.N4 FIS (Browse shelf(Opens below)) 2 Available 36200007052
Core Textbook Collection Core Textbook Collection Main Library -University of Zimbabwe
Main Library Core Textbook Collections
Core Textbook Collections BF637.N4 FIS (Browse shelf(Opens below)) 2 Available 36004003198
Core Textbook Collection Core Textbook Collection Main Library -University of Zimbabwe
Main Library Core Textbook Collections
Core Textbook Collections BF637.N4 FIS (Browse shelf(Opens below)) 3 Available 36004003174
Core Textbook Collection Core Textbook Collection Main Library -University of Zimbabwe
Main Library Core Textbook Collections
Core Textbook Collections BF637.N4 FIS (Browse shelf(Opens below)) 3 Available 36200007100
Core Textbook Collection Core Textbook Collection Main Library -University of Zimbabwe
Main Library Core Textbook Collections
Core Textbook Collections BF637.N4 FIS (Browse shelf(Opens below)) 4 Available 36200007004
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BF637.C6 BON Standards and ethics for counselling in action / BF637.C6 MEA Person-centred counselling in action / BF637.C6 NEL Theory and practice of counselling and therapy / BF637.N4 FIS Getting to yes : BF637.N4 FIS Getting to yes : BF637.N4 FIS Getting to yes : BF637.N4 FIS Getting to yes :

Includes bibliographical references

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)

"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"-- Provided by publisher

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