Getting to yes (1999, 2 ed.) 

 - 2ª ed 
 -  Random House,  1999 
 - xv + 207 p. ; 20 cm 
 - Business Books .
<br/><br/> negotiating an agreement without giving in 
<br/><br/> Getting to Yes offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict-whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiation and conflict resolution from domestic to business to international, Getting to Yes tells you how to: ;     Separate the people from the problem; ;     Focus on interests, not positions; ;     Work together to create options that will satisfy both parties; and ;     Negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to 'dirty tricks.' 
<br/><br/><label>ISBN: </label>9781844131464 
<br/><br/><label>Subjects--Uniform Titles: </label><br/>BF PSYCHOLOGY
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation
<br/><br/><label>Subjects--Index Terms: </label>Bibliography MSc - International Business: Managing Cross-Cultural Interactions