by Roger Fisher, William Ury, Bruce Patton · Arrow Books Ltd · tapa blanda · ISBN 9780099248422
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«Getting to Yes» is the negotiation manual by Roger Fisher, William Ury and Bruce Patton, published by Arrow Books in paperback (224 pages, in English).
The book presents a principled negotiation method for reaching agreements without yielding on essentials. It explains how to separate people from the problem, focus on interests rather than positions, and seek mutually beneficial options, using objective criteria to resolve professional and personal conflicts.
Second revised edition, published in 1997; the original text appeared in 1981.
For professionals, managers and readers interested in negotiation and conflict management, both in the workplace and personally.
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.
