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Getting to yes : negotiating agreement without giving in / Roger Fisher and William Ury ; with Bruce Patton, editor.

By: Contributor(s): Material type: TextTextLanguage: English Publication details: New York, NY : Penguin, 2011.Edition: Third edition ; Revised editionDescription: xxix, 204 pages : illustrations ; 20 cm.ISBN:
  • 9780143118756
Subject(s): LOC classification:
  • BF637.N4 F57 2011
Courses that have reserved this title:
  • MSc International Business: Unit 6. Managing Cross-Cultural Interactions
Summary: 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 edition 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.
Holdings
Item type Current library Collection Call number Status Date due Barcode
Book TBS Barcelona Core Textbooks BF637.N4 FIS (Browse shelf(Opens below)) Available B03810
Book TBS Barcelona Core Textbooks BF637.N4 FIS (Browse shelf(Opens below)) Available B03811
Book TBS Barcelona Core Textbooks BF637.N4 FIS (Browse shelf(Opens below)) Not for loan B03812

Includes bibliographical references.

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 edition 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.

MSc International Business: Unit 6. Managing Cross-Cultural Interactions

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