TY  - BOOK
AU  - Fisher, Roger
AU  - Ury, William
AU  - Patton, Bruce
TI  - Getting to yes: : negotiating agreement without giving in
SN  - 9780143118756
AV  - BF637.N4 F57 2011
PY  - 2011///
CY  - New York, NY
PB  - Penguin
KW  - Negotiation
N1  - "Updated and revised"--Cover; Originally published: United States of America : Houghton Mifflin, 1981; Includes bibliographical references; MSc International Business: Unit 6. Managing Cross-Cultural Interactions
N2  - 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
ER  -