LEADER 00000cam  22004094i 4500 
001    609540048 
003    OCoLC 
005    20230601083531.0 
008    110225s2011    nyu      b    000 0 eng   
010      2011006319 
019    962221396|a964427063|a964611463|a966012710|a967795696 
020    9780143118756|q(paperback) 
020    0143118757|q(paperback) 
024 8  3656251 
024 8  40019393619 
037    |bPenguin Group USA, Attn: Order Processing 405 Murray 
       Hill Pkwy, East Rutherford, NJ, USA, 07073-2136|nSAN 282-
       5074 
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042    pcc 
092    658.4052|bFIS 
100 1  Fisher, Roger,|d1922-2012,|eauthor. 
245 10 Getting to yes :|bnegotiating agreement without giving in 
       /|cby Roger Fisher and William Ury ; with Bruce Patton, 
       editor. 
250    Third edition, revised edition. 
264  1 New York, New York :|bPenguin Books,|c2011. 
300    xxix, 204 pages ;|c20 cm 
336    text|btxt|2rdacontent 
337    unmediated|bn|2rdamedia 
338    volume|bnc|2rdacarrier 
504    Includes bibliographical references. 
505 00 |tDon't bargain over positions --|tSeparate the people 
       from the problem --|tFocus on interests, not positions --
       |tInvent options for mutual gain --|tInsist on using 
       objective criteria --|tWhat if they are more powerful? 
       (Develop your BATNA --|tBest Alternative to a Negotiated 
       Agreement) --|tWhat if they won't play? (Use negotiation 
       jujitsu) --|tWhat if they use dirty tricks? (Taming the 
       hard bargainer). 
520    "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"--|cProvided by publisher. 
650  0 Negotiation. 
650  0 Negotiation in business. 
650  7 Negotiation.|2fast 
700 1  Ury, William,|eauthor. 
700 1  Patton, Bruce,|eeditor.