Getting to yes : negotiating agreement without giving in

"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"--

Includes bibliographical references

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)

Notes

Cut-off text due to tight binding.
Obscured text on back cover due to sticker attached.

Access-restricted-item true Addeddate 2021-09-27 16:09:29 Associated-names Ury, William, author; Patton, Bruce, editor Boxid IA40245401 Camera Sony Alpha-A6300 (Control) Collection_set printdisabled External-identifier urn:oclc:record:773612511
urn:lcp:gettingtoyesnego0000fish_z1w8:lcpdf:750a8330-eb4c-43a3-837b-febb14164df2
urn:lcp:gettingtoyesnego0000fish_z1w8:epub:ca23b786-6eeb-465e-b747-4e9b716d3983 Foldoutcount 0 Identifier gettingtoyesnego0000fish_z1w8 Identifier-ark ark:/13960/t0jv23n97 Invoice 1652 Isbn 9780143118756
0143118757 Lccn 2011006319 Ocr tesseract 5.0.0-beta-20210815 Ocr_detected_lang en Ocr_detected_lang_conf 1.0000 Ocr_detected_script Latin Ocr_detected_script_conf 0.8761 Ocr_module_version 0.0.13 Ocr_parameters -l eng Old_pallet IA-WL-1300116 Openlibrary_edition OL24808979M Openlibrary_work OL15901913W Page_number_confidence 98 Page_number_module_version 1.0.5 Pages 246 Pdf_module_version 0.0.15 Ppi 360 Rcs_key 24143 Republisher_date 20210927212318 Republisher_operator associate-rosie-allanic@archive.org Republisher_time 235 Scandate 20210923204957 Scanner station10.cebu.archive.org Scanningcenter cebu Scribe3_search_catalog isbn Scribe3_search_id 9780143118756 Source removed Tts_version 4.5-initial-77-gb148eb45 Year 2011