Getting to YES: negotiating agreement without giving in. /
Roger Fisher and William Ury
- 3rd ed.
- New York: Penguin Group, 2011.
- xxix, 204p.: 20 cm. 20 cm.
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? -- What if they won't play? -- What if they use dirty tricks -- In conclusion -- Ten questions people ask about getting to YES: Questions about fairness and ''principled'' negotiation -- Questions about dealing with people -- Questions about tactics -- Questions about power.