GETTING TO YES : NEGOTIATING AN AGREEMENT WITHOUT GIVING IN BY ROGER FISHER & WILLIAM URY

GETTING TO YES BY ROGER FISHER & WILLIAM URY

OVER TWO MILLION COPIES SOLD WORLDWIDE

Getting to Yes, recognised worldwide as the most effective and practical guide to negotiation. Published in more than 20 languages, it has helped millions of people turn adversarial haggling into constructive joint problem solving.

Everyone negotiates something every day: conflict is a growth industry. Everyone wants to participate in decisions that affect them, and whether in business, government or the family, people reach most decisions through negotiation.

A few powerful, easily remembered principles will guide you to success no matter what the other side does or whatever tricks they resort to.

Contents of Getting to Yes:

• Don't bargain over positions
• Seperate the people from the problem
• Focus on Interests, not positions
• Invent options for mutual gain
• Insist on objective criteria
• What if they are more powerful?
• What if they won't play?
• What if they use dirty tricks?

Hardcover book in good condition

Published: 1991 by Business Books Limited

Pages: 207