Getting to Yes
Negotiating an agreement without giving in
Published on 2. March 1989
Book
Paperback/Softback
161 pages
978-0-09-164071-2 (ISBN)
Description
A straightforward no-nonsense strategy for negotiation, this provides a few simple principles designed to guide you, no matter what tricks your adversaries try. The "Better Business Guides" are designed to offer up-to-date, practical advice on the ever-changing world of business.
More details
Language
English
Place of publication
London
United Kingdom
Publishing group
Cornerstone
Target group
Professional and scholarly
Dimensions
Height: 216 mm
Width: 138 mm
Weight
205 gr
ISBN-13
978-0-09-164071-2 (9780091640712)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Other editions
Previous edition
Book
09/1997
Random House Business Books
€31.13
Article exhausted; check for reprint
Content
Part 1 The problem: don't bargain over positions. Part 2 The method: separate the people from the problem; focus on interests, not positions; invent options for mutual gain; insist on objective criteria. Part 3 "Yes, but...": what if they are more powerful?; what if they won't play?; what if they use dirty tricks? Part 4 In conclusion: analytical table of contents; a note on the Harvard Negotiation Project.