| LEADER : 00000nam 2200000uu 4500 |
| 008 160322s2011||||th 000 0 eng d |
| 020 ^a0143118757 (pbk.) |
| 050 00 ^aBF637.N4^bF57 2011 |
| 100 1 ^aFisher, Roger,^d1922- |
| 245 10 ^aGetting to yes :^bnegotiating agreement without giving in/^cby Roger Fisher and William Ury, with Bruce Patton, editor |
| 250 ^a3rd ed., rev. ed |
| 260 ^aNew York :^bPenguin,^c2011 |
| 300 ^axxix, 204 p. :^bill. ;^c20 cm |
| 504 ^aIncludes bibliographical references |
| 505 00 ^gCh. 1.^tDon^'t Bargain Over Positions --^gCh. 2.^tSeparate the People from the Problem --^gCh. 3.^tFocus on Interests, Not Positions --^gCh. 4.^tInvent Options forMutual Gain --^gCh. 5.^tInsist on Using Objective Criteria--^gCh. 6.^tWhat If They Are More Powerful? (Develop Your BATNA - Best Alternative To A Negotiated Agreement) --^gCh. 7.^tWhat If They Won^'t Play? (Use Negotiation Jujitsu) --^gCh. 8.^tWhat If They Use Dirty Tricks? (Taming the Hard Bargainer) |
| 520 ^"Since it was first published in 1981 Getting to Yes hasbecome 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 doinga 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 anda assessment of the legacy and achievement of Getting to Yes after three decades^"--^cProvided by publisher |
| 650 0 ^aNegotiation |
| 650 2 ^aNegotiating |
| 700 1 ^aUry, William |
| 700 1 ^aPatton, Bruce |
| 999 ^aปวีนา ภู่ทอง |
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