Getting to yes : negotiating agreement without giving in /

Title:

Getting to yes : negotiating agreement without giving in /

Author:

Fisher, Roger, 1922-2012, author.

Format:

Book

Institution:

Emerson College, Emmanuel College, MassArt, New England Conservatory

Contents:

The problem. Don't bargain over positions -- The method. Separate the people from the problem ; Focus on interests, not positions ; Invent options for mutual gain ; Insist on using objective criteria -- Yes, but. 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) -- In conclusion -- Ten questions people ask about Getting to yes.

Online access:

No online access

Library holdings:

Emerson Main Stacks
BF637.N4 F57 2011 – Unavailable

• Missing
  On reserve for CC266 -1: Conflict & Negotiation (Communication Studies: Glenn)
  On reserve for CC255 -3: Conflict & Negotiation (Communication Studies: Maglio)

Emmanuel Main Stacks
BF637.N4 F57 2011 – Available

MassArt Main
BF637.N4 F57 2011 – Available

New England Conservatory Spaulding Library
BF637.N4 F57 2011 – Available