Getting to yes : negotiating agreement without giving in / by Roger Fisher and William Ury, with Bruce Patton, editor.
2011
Items
Details
Author
Fisher, Roger, 1922-2012.
Title
Getting to yes : negotiating agreement without giving in / by Roger Fisher and William Ury, with Bruce Patton, editor.
Added Author
Ury, William.
Patton, Bruce.
Patton, Bruce.
Edition
3rd ed., rev. ed.
Imprint
New York : Penguin, 2011.
Description
1 online resource : illustrations
Formatted Contents Note
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).
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"-- Provided by publisher.
Bibliography, etc. Note
Includes bibliographical references.
Source of Description
Description based on online resource; title from digital title page (EBSCOhost, viewed July 1, 2020)
Available in Other Form
Print version: Fisher, Roger, 1922- Getting to yes. 3rd ed., rev. ed. New York : Penguin, 2011
Linked Resources
Access provided by Berkeley Law Library
Course Lists
Business Negotiations by Sekhon (FALL 2023)
Mindfulness Based Conflict Resolution by Brach (FALL 2023)
Mindfulness Based Conflict Resolution by Brach (SPRING 2024)
Negotiations by Notini (FALL 2020)
Negotiations by Gupta (SPRING 2021)
Negotiations by various (FALL 2023)
Mindfulness Based Conflict Resolution by Brach (FALL 2023)
Mindfulness Based Conflict Resolution by Brach (SPRING 2024)
Negotiations by Notini (FALL 2020)
Negotiations by Gupta (SPRING 2021)
Negotiations by various (FALL 2023)
Language
English
ISBN
9781101539538 (electronic book)
1101539534 (electronic book)
9781101539545 (electronic book)
1101539542 (electronic book)
9780143118756
0143118757
1101539534 (electronic book)
9781101539545 (electronic book)
1101539542 (electronic book)
9780143118756
0143118757
Record Appears in
Monographs & Serials
Electronic Resources
Electronic Resources