Getting to yes negotiating agreement without giving in
Language: English Publication details: London Random house 1999Edition: 2nd edISBN:- 9781844131464
- 347.4109 $2 18
| Item type | Current library | Call number | Copy number | Status | Barcode | |
|---|---|---|---|---|---|---|
| Book | London Staff library | STAFF FISH (Browse shelf(Opens below)) | 1 | Available | 30076500 |
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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
Long-established guide to negotiating covers common scenarios and problems. Covers the key principles in successful negotiation. Places these principles into a number of contexts from everyday scenarios to international politics. Recommends that positions should not be bargained over, that the problem should be focused on and not the people involved, and that objective criteria be used to negotiate over principles. Addresses common problems which occur.