Getting to yes: negotiating agreement without giving in/ (Record no. 150754)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02289nam a2200205Ia 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780140157352 |
| 040 ## - CATALOGING SOURCE | |
| Transcribing agency | CUS |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 158.5 |
| Item number | FIS/G |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Fisher, Roger. |
| 245 #0 - TITLE STATEMENT | |
| Title | Getting to yes: negotiating agreement without giving in/ |
| Statement of responsibility, etc. | Roger Fisher and William Ury. |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 2nd ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication, distribution, etc. | New Delhi: |
| Name of publisher, distributor, etc. | Penguin Books, |
| Date of publication, distribution, etc. | 1991. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xix, 200 p. ; |
| Dimensions | 20 cm. |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | I THE PROBLEM<br/>1 Don't Bargain Over Positions s<br/>II THE METHOD<br/>2 Separate the People from the Problem<br/>3 Focus on Interests, Not Positions<br/>4 Invent Options for Mutual Gain<br/>5 Insist on Using Objective Criteria<br/>III YES, BUT...<br/>6 What If They Are More Powerful?<br/>(Develop Your BATNA—Best Alternative To a<br/>Negotiated Agreement)<br/>7 What If They Won't Play?<br/>(Use Negotiation Jujitsu)<br/>8 What If They Use Dirty Tricks?<br/>(Taming the Hard Bargainer)<br/>IV IN CONCLUSION<br/>V TEN QUESTIONS PEOPLE ASK ABOUT<br/>GETTING TO YES<br/>Analytical table of Contents<br/>A Note on the Harvard Negotiation Project<br/>TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES<br/>Questions About Fairness and "Principled" Negotiation<br/>Question 1: "Does positional bargaining ever make sense?"<br/>Question 2: "What if the other side believes in a different<br/>standard of fairness?"<br/>Question 3: "Should I be fair if I don't have to be?"<br/>Questions About Dealing with People<br/>Question 4: "What do I do if the people are the problem?"<br/>Question 5: "Should I negotiate even with terrorists or some<br/>one like Hitler? When does it make sense not<br/>to negotiate?"<br/>Question 6: "How should I adjust my negotiating approach<br/>to account for differences of personality, gen<br/>der, culture, and so on?"<br/>Questions about Tactics<br/>Question 7: "How do I decide things like 'Where should we<br/>meet?' 'Who should make the first offer?' and<br/>'How high should I start?' "<br/>Question 8: "Concretely, how do I move from inventing op<br/>tions to making commitments?"<br/>Question 9: "How do I try out these ideas without taking<br/>too much risk?"<br/>Questions About Power<br/>Question 10: "Can the way I negotiate really make a differ<br/>ence if the other side is more powerful?" And<br/>"How do I enhance my negotiating power?" |
| 650 ## - SUBJECT | |
| Keyword | Negotiation |
| 650 ## - SUBJECT | |
| Keyword | Conflict management |
| 650 ## - SUBJECT | |
| Keyword | Negotiation in business |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Ury, William. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | General Books |
| Withdrawn status | Lost status | Damaged status | Not for loan | Home library | Current library | Shelving location | Date acquired | Full call number | Accession number | Date last seen | Date last checked out | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Central Library, Sikkim University | Central Library, Sikkim University | General Book Section | 28/08/2016 | 158.5 FIS/G | P05420 | 06/07/2022 | 23/05/2022 | General Books |