TY  - BOOK
AU  - Fisher,Roger
AU  - Ury,William
AU  - Patton,Bruce
TI  - Getting to yes: negotiating agreement without giving in 
SN  - 0140157352
AV  - BF637.N4 F57 1991
U1  - 158/.5 20
PY  - 1991///
CY  - New York, N.Y.
PB  - Penguin Books
KW  - Negotiation
KW  - Conflict (Psychology)
KW  - Interpersonal Relations
KW  - Negotiating
KW  - Psychology, Applied
KW  - Conflict (Psychology.)
KW  - Interpersonal relations
KW  - N�egociations
KW  - Onderhandelen
KW  - gtt
KW  - Sozialer Konsens
KW  - swd
KW  - Interpersonale Kommunikation
KW  - Verhandlung
KW  - fast
KW  - D�eveloppement d'aptitudes
KW  - eclas
KW  - R�eunions
KW  - N�egociation
KW  - Psychologie du travail
N1  - On cover: With answers to ten questions people ask; "A Penguin original."; 1st ed. published: Boston : Houghton Mifflin, c1981; 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; Also issued online
N2  - A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting nasty
UR  - http://catdir.loc.gov/catdir/enhancements/fy1206/91032444-s.html
UR  - http://catdir.loc.gov/catdir/enhancements/fy1206/91032444-t.html
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ER  -