by Roger Fisher, William Ury · Random House Business · tapa blanda · ISBN 9780099517306
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«Getting to Yes» is the negotiation guide by Roger Fisher and William Ury, published by Random House Business in paperback (176 pages, in English).
It proposes a negotiation method based on the Harvard Negotiation Project: separate the people from the problem, focus on interests not positions, seek options that benefit both parties, and apply objective criteria. It includes strategies for dealing with powerful counterparts, those resistant to rules, or those using unfair tactics.
Bruce Patton is credited as editor in this edition. The full title is 'Getting to Yes: Negotiating Agreement Without Giving In'; the work was originally published in 1981.
Suitable for professionals and personal development readers interested in improving their negotiation skills in the workplace and in everyday life.
Roger Fisher is an American guitarist primarily known as one of the founding members of the band Heart. His tenure lasted from 1967 until 1980. In 2013 Fisher was inducted into the Rock and Roll Hall of Fame as a member of Heart.
