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- catalog abstract "Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.".
- catalog contributor b4176759.
- catalog contributor b4176760.
- catalog contributor b4176761.
- catalog created "c1991.".
- catalog date "1991".
- catalog date "c1991.".
- catalog dateCopyrighted "c1991.".
- catalog description "Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.".
- catalog description "Includes bibliographical references.".
- catalog description "The problem. Don't bargain over positions -- The method. Separate the people from the problem ; Focus on interests, not positions ; Invent options for mutual gain ; Insist on using objective criteria -- Yes, but. What if they are more powerful? (Develop your BATNA -- Best Alternative To a Negotiated Agreement) ; What if they won't play? (Use negotiation jujitsu) ; What if they use dirty tricks? (Taming the hard bargainer) -- In Conclusion -- Ten questions people ask about getting to yes -- Analytical table of contents -- A note on the Harvard Negotiation Project.".
- catalog extent "xix, 200 p. :".
- catalog identifier "0395631246 :".
- catalog issued "1991".
- catalog issued "c1991.".
- catalog language "eng".
- catalog publisher "Boston : Houghton Mifflin,".
- catalog subject "158/.5 20".
- catalog subject "BF 637.N4 F535 1991".
- catalog subject "BF637.N4 F57 1992".
- catalog subject "Negotiating.".
- catalog subject "Negotiation.".
- catalog tableOfContents "The problem. Don't bargain over positions -- The method. Separate the people from the problem ; Focus on interests, not positions ; Invent options for mutual gain ; Insist on using objective criteria -- Yes, but. What if they are more powerful? (Develop your BATNA -- Best Alternative To a Negotiated Agreement) ; What if they won't play? (Use negotiation jujitsu) ; What if they use dirty tricks? (Taming the hard bargainer) -- In Conclusion -- Ten questions people ask about getting to yes -- Analytical table of contents -- A note on the Harvard Negotiation Project.".
- catalog title "Getting to yes : negotiating agreement without giving in / by Roger Fisher and William Ury ; with Bruce Patton, editor.".
- catalog type "text".