Getting to yes : negotiating agreement without giving in

by Roger Fisher (co author)

Other authorsWilliam Ury (co author)
Paper Book, 1986

Status

Available

Call number

E FIS

Publication

London : Business Books, 1986.

User reviews

LibraryThing member keylawk
Tools and perspectives for developing strategic power and tactical pressure for pursuing your interests, while getting along with those who are conflicted.

In a blurb by Averell Harriman: "This splended book will help turn adversarial battling into hard-headed problem solving."

"Don't bargain over positions". Separate the people from their positions, which is the problem. Instead, focus on the interests, and invent options for mutual gain. Insist on objective criteria. And of course, "what if they use dirty tricks?"

Fisher teaches at Harvard Law School and practiced law in Washington DC. Ury has degrees in Linguistics and anthropology from Yale and Harvard.
… (more)
LibraryThing member open-leadership
Because YES.

Original publication date

1981

Call number

E FIS

Barcode

970
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