by Roger Fisher, William Ury · Penguin · tapa blanda · ISBN 9780140065343
VAT included
Hamelyn quality guarantee · checked and verified, or your money back
«Getting to Yes» is the negotiation essay by Roger Fisher and William Ury, published by Penguin Books in paperback (161 pages, in English).
The book presents a negotiation method based on the Harvard Negotiation Project to reach mutually satisfactory agreements. It proposes separating people from the problem, focusing on interests rather than positions, generating options for mutual benefit, and insisting on objective criteria. It includes strategies for negotiating with more powerful counterparts, those unwilling to cooperate, or those who resort to hard tactics.
Reprinted edition in 1983 of the text originally published in 1981 by Houghton Mifflin, with Bruce Patton as editor.
Recommended for professionals in negotiation, mediation, and conflict management, as well as for anyone who wants to improve their agreements in personal or work settings.
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.
