TY  - BOOK
AU  - Fisher, Roger.
AU  - Ury, William.
TI  - Getting to yes: negotiating agreement without giving in
SN  - 9780140157352
U1  - 158.5 
PY  - 1991///
CY  - New Delhi
PB  - Penguin Books
KW  - Negotiation
KW  - Conflict management
KW  - Negotiation in business
N1  - 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?"
ER  -