condition: excellent

Local pick-up preferred, but will ship at the buyer’s expense

Kingston – Books 15 – IMG_6941

Authors: Roger Fisher and William Ury

Publisher: Penguin Books

A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken -- and without getting nasty.

Contents
Acknowledgements
Introduction
I. The Problem
1. Don’t Bargain Over the Position
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 Settlement)
7. What if They Won’t Play? (Use negotiation Jujitsu)
8. What if the Use Dirty Tricks? (Taming the Hard Barginer)
IV. In Conclusion

Analytical Table of Contents
A Note on the Harvard Negotiation Project

Paperback 161 pages ISBN: 0-14-006534-2