Getting to yes: negotiating agreement without giving in/ Roger Fisher and William Ury.

By:

Fisher, Roger

Contributor(s):

Ury, William

Material type:

TextPublication details: New Delhi: Penguin Books, 1991.Edition: 2nd edDescription: xix, 200 p. ; 20 cmISBN:

9780140157352

Subject(s):

DDC classification:

158.5 FIS/G

Contents:

I THE PROBLEM 1 Don't Bargain Over Positions s II THE METHOD 2 Separate the People from the Problem 3 Focus on Interests, Not Positions 4 Invent Options for Mutual Gain 5 Insist on Using Objective Criteria III YES, BUT... 6 What If They Are More Powerful? (Develop Your BATNA—Best Alternative To a Negotiated Agreement) 7 What If They Won't Play? (Use Negotiation Jujitsu) 8 What If They Use Dirty Tricks? (Taming the Hard Bargainer) IV IN CONCLUSION V TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES Analytical table of Contents A Note on the Harvard Negotiation Project TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES Questions About Fairness and "Principled" Negotiation Question 1: "Does positional bargaining ever make sense?" Question 2: "What if the other side believes in a different standard of fairness?" Question 3: "Should I be fair if I don't have to be?" Questions About Dealing with People Question 4: "What do I do if the people are the problem?" Question 5: "Should I negotiate even with terrorists or some one like Hitler? When does it make sense not to negotiate?" Question 6: "How should I adjust my negotiating approach to account for differences of personality, gen der, culture, and so on?" Questions about Tactics Question 7: "How do I decide things like 'Where should we meet?' 'Who should make the first offer?' and 'How high should I start?' " Question 8: "Concretely, how do I move from inventing op tions to making commitments?" Question 9: "How do I try out these ideas without taking too much risk?" Questions About Power Question 10: "Can the way I negotiate really make a differ ence if the other side is more powerful?" And "How do I enhance my negotiating power?"

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Holdings
Cover image	Item type	Current library	Home library	Collection	Shelving location	Call number	Materials specified	Vol info	URL	Copy number	Status	Notes	Date due	Barcode	Item holds	Item hold queue priority	Course reserves
	General Books	Central Library, Sikkim University General Book Section				158.5 FIS/G (Browse shelf(Opens below))					Available			P05420

Total holds: 0

I THE PROBLEM
1 Don't Bargain Over Positions s
II THE METHOD
2 Separate the People from the Problem
3 Focus on Interests, Not Positions
4 Invent Options for Mutual Gain
5 Insist on Using Objective Criteria
III YES, BUT...
6 What If They Are More Powerful?
(Develop Your BATNA—Best Alternative To a
Negotiated Agreement)
7 What If They Won't Play?
(Use Negotiation Jujitsu)
8 What If They Use Dirty Tricks?
(Taming the Hard Bargainer)
IV IN CONCLUSION
V TEN QUESTIONS PEOPLE ASK ABOUT
GETTING TO YES
Analytical table of Contents
A Note on the Harvard Negotiation Project
TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES
Questions About Fairness and "Principled" Negotiation
Question 1: "Does positional bargaining ever make sense?"
Question 2: "What if the other side believes in a different
standard of fairness?"
Question 3: "Should I be fair if I don't have to be?"
Questions About Dealing with People
Question 4: "What do I do if the people are the problem?"
Question 5: "Should I negotiate even with terrorists or some
one like Hitler? When does it make sense not
to negotiate?"
Question 6: "How should I adjust my negotiating approach
to account for differences of personality, gen
der, culture, and so on?"
Questions about Tactics
Question 7: "How do I decide things like 'Where should we
meet?' 'Who should make the first offer?' and
'How high should I start?' "
Question 8: "Concretely, how do I move from inventing op
tions to making commitments?"
Question 9: "How do I try out these ideas without taking
too much risk?"
Questions About Power
Question 10: "Can the way I negotiate really make a differ
ence if the other side is more powerful?" And
"How do I enhance my negotiating power?"

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