000			01521cam a22002535a 4500
001			L141397
008			071121s1999 xxk f 000 0 eng d
020			_a9781844131464
035			_a(Sirsi) u141397
041	0		_aeng
050	0	4	_a347.4109 $2 18
100	1		_aFisher, Roger
245	0	0	_aGetting to yes _bnegotiating agreement without giving in
250			_a2nd ed.
260			_aLondon _bRandom house _c1999
350			_a8.99
505	2		_aThe 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
520			_aLong-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.
521	2		_aIntroductory
651		4	_aInternational
690			_aMANAGEMENT-DISPUTE AVOIDANCE, MANAGEMENT AND RESOLUTION-DISPUTE MANAGEMENT AND RESOLUTION
700	1		_aUry, William
942			_n0
999			_c107646 _d107646