000			02782cam a22003614a 4500
001			2011006319
003			DLC
005			20140721143301.0
008			110225s2011 nyua b 000 0 eng
010			_a 2011006319
020			_a9780143118756 (pbk.)
020			_a0143118757 (pbk.)
024	8		_a3656251
040			_aDLC _beng _cDLC _dYDX _dBTCTA _dYDXCP _dWIQ _dVP@ _dBWX _dCDX _dVET _dOSU _dYUS _dBDX
042			_apcc
050	0	0	_aBF637 N4 _bF57 2011
060		4	_aBF637 N4 _bF535 2011
082	0	0	_a158/.5 _222
100	1		_aFisher, Roger, _d1922-2012. _0(local)36635
245	1	0	_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	0	0	_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 for Mutual 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			_a"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	_aNegotiation. _0(local)34146
650		2	_aNegotiating. _0(local)36636
650		7	_aNegotiation. _2sears _0(local)34146
700	1		_aUry, William. _0(local)36637
700	1		_aPatton, Bruce. _0(local)36638
942			_2lcc _cBK
999			_c8450 _d8450