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Description - Getting to Yes by Roger Fisher

The Secret to Successful Negotiation Negotiation is a way of life for the majority of us. Whether we're at work, at home or simply going out, we want to participate in the decisions that affect us. Nowadays, hardly anyone gets through the day without a single negotiation, yet, few of us are armed with the effective, powerful negotiating skills that prevent stubborn haggling and ensure mutual problem-solving. Fisher and Ury cut through the jargon to present a few easily remembered principles that will guide you to success, no matter what the other side does or whatever dirty tricks they resort to. They include: - Don't bargain over positions - Separate people from the problem - Insist on objective criteria - What if they won't play?

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Book Details

ISBN: 9781844131464
ISBN-10: 1844131467
Format: Paperback
(198mm x 129mm x 14mm)
Pages: 224
Imprint: Random House Business Books
Publisher: Cornerstone
Publish Date: 18-Sep-1997
Country of Publication: United Kingdom

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Author Biography - Roger Fisher

ROGER FISHER is Williston Professor of Law at Harvard Law School and director of the Harvard Negotiating Project. WILLIAM URY is an internationally known specialist in negotiation and associate director of the Programme on Negotiation at Harvard Law School. BRUCE PATTON is deputy director of the Harvard Negotiation Project.

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