Getting to yes : negotiating agreement without giving in /

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A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting nasty.

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Detalles Bibliográficos
Autor principal: Fisher, Roger, 1922-2012
Otros Autores: Ury, William, Patton, Bruce
Formato: Libro
Lenguaje:Inglés
Publicado: New York, N.Y. : Penguin, 1991.
Edición:2nd ed.
Materias:
Negotiation.
Conflict (Psychology)
Interpersonal relations.
Psychology, Applied.
Aporte de:Registro referencial: Solicitar el recurso aquí
Biblioteca Max von Buch (UdeSA) de Universidad de San Andrés
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050 0 0 |a BF637.N4  |b F57 1991 
100 1 |a Fisher, Roger,  |d 1922-2012. 
245 1 0 |a Getting to yes :  |b negotiating agreement without giving in /  |c by Roger Fisher and William Ury, with Bruce Patton, editor. 
250 |a 2nd ed. 
260 |a New York, N.Y. :  |b Penguin,  |c 1991. 
300 |a xix, 200 p. ;  |c 20 cm. 
500 |a "With answers to ten questions people ask." --Cubierta. 
500 |a "A Penguin original." 
500 |a 1st ed. published: Boston : Houghton Mifflin, c1981. 
505 0 |a Part 1 : The problem -- Don't bargain over positions -- Part 2 : The method -- Separate the people from the problem -- Focus on interests, not positions -- Invent options for mutual gain -- Insist on using objective criteria -- Part 3 : Yes, but ... -- What if they are more powerful? -- What if they won't play? -- What if they use dirty tricks? -- Part 4 : In conclusion -- Part 5 : Ten questions people ask about getting to yes. 
520 |a A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting nasty. 
650 0 |a Negotiation. 
650 0 |a Conflict (Psychology) 
650 0 |a Interpersonal relations. 
650 0 |a Psychology, Applied. 
700 1 |a Ury, William. 
700 1 |a Patton, Bruce. 

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