TY  - BOOK
AU  - Patton, Bruce
AU  - Ury, William
AU  - Fisher, Roger
TI  - Getting to yes (1999, 2 ed.)
T2  - Business Books
SN  - 9781844131464
PY  - 1999///
PB  - Random House
KW  - BF PSYCHOLOGY
KW  - Negotiation
KW  - Bibliography MSc - International Business: Managing Cross-Cultural Interactions
N1  - negotiating an agreement without giving in
N2  - 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.'
ER  -