Blacklight

Getting to yes : negotiating agreement without giving in /

Title:
Getting to yes : negotiating agreement without giving in /
Author:
Fisher, Roger, 1922-2012.
Published:
New York : 2011.
Format:
Book
Institution:
MassArt, Emerson College, Emmanuel College
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)

Online access:
No online access
Library holdings:
Emerson Main Stacks
BF637.N4 F57 2011Available
Emmanuel Main Stacks
BF637.N4 F57 2011Available
MassArt Main
BF637.N4 F57 2011Available