Getting to Yes: Negotiating Agreement Without Giving inHoughton Mifflin, 1981 - 163 עמודים "Since it was first published in 1981 Getting to Yes has become a central book in the Business Canon: the key text on the psychology of negotiation. Its message of "principled negotiations"--Finding acceptable compromise by determining which needs are fixed and which are flexible for negotiating parties--has influenced generations of businesspeople, lawyers, educators and anyone who has sought to achieve a win-win situation in arriving at an agreement. It has sold over 8 million copies worldwide in 30 languages, and since it was first published by Penguin in 1991 (a reissue of the original addition with Bruce Patton as additional coauthor) has sold over 2.5 million copies--which places it as the #10 bestselling title overall in Penguin Books, and #3 bestselling nonfiction title overall. We have recently relicensed the rights to Getting to Yes, and will be doing a new revised edition--a 30th anniversary of the original publication and 20th of the Penguin edition. The authors will be bringing the book up to date with new material and a assessment of the legacy and achievement of Getting to Yes after three decades"-- |
תוכן
DONT BARGAIN OVER POSITIONS | 1 |
WHAT IF THEY ARE MORE POWERFUL? DEVELOP YOUR | 6 |
THE METHOD | 11 |
זכויות יוצרים | |
13 קטעים אחרים שאינם מוצגים
מהדורות אחרות - הצג הכל
מונחים וביטויים נפוצים
accept action agree agreement alternative answer apartment attack basic BATNA become better brainstorming choice communication concerns concessions consider cost criteria criticism deal decide decision developing difficult discuss easier easy effective emotions example facts fair feel gain give hard ideas important improve Insist interests inventing involved issue joint Jones keep later less listen look means meeting ment merits method negotiation objective offer options participants parties perceptions perhaps person play positional bargaining possible pressure principled principled negotiation probably problem procedure produce proposal question reach reach agreement reason relationship rent response rules separate shared interests side side's simply situation soft solution someone standard substantive suggest tactic talk tend things third tion treat trying turn Turnbull understand union wise