| Edition |
Second edition. |
| Description |
xix, 200 pages ; 20 cm |
| Contents |
Part 1 : The problem -- Don't bargain over positions -- Part 2 : The method -- Separate the people from the problem -- Focus on interests, not positions -- Invent options for mutual gain -- Insist on using objective criteria -- Part 3 : Yes, but ... -- What if they are more powerful? -- What if they won't play? -- What if they use dirty tricks? -- Part 4 : In conclusion -- Part 5 : Ten questions people ask about getting to yes. |
| Note |
On cover: With answers to ten questions people ask. |
|
"A Penguin original." |
|
1st ed. published: Boston : Houghton Mifflin, c1981. |
| Subject |
Negotiation.
|
|
Conflict, Psychological
|
|
Interpersonal Relations.
|
|
Psychology, Applied.
|
|
Onderhandelen.
|
| Added Author |
Ury, William.
|
|
Patton, Bruce.
|
| ISBN |
0140157352: $8.95 |
|
