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Getting to yes : negotiating agreement without giving in /

Title:
Getting to yes : negotiating agreement without giving in /
Author:
Fisher, Roger, 1922-2012, author.
Format:
Book
Institution:
Emerson College, Emmanuel College, MassArt, New England Conservatory
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? (Develop your BATNA--Best Alternative to a Negotiated Agreement) ; What if they won't play? (Use negotiation jujitsu) ; What if they use dirty tricks? (Taming the hard bargainer) -- In conclusion -- Ten questions people ask about Getting to yes.

Online access:
No online access
Library holdings:
Emerson Main Stacks
BF637.N4 F57 2011Available
Emmanuel Main Stacks
BF637.N4 F57 2011Available
MassArt Main
BF637.N4 F57 2011Available
New England Conservatory Spaulding Library
BF637.N4 F57 2011Available