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Format: Paperback
ISBN-10: 0140065342
ISBN-13: 9780140065343
Jan 1983
Publisher: Penguin Group USA
161 pages
Language: English |
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* ML=ships from multiple locations, AE/AP/AA=ships from U.S. Military location.
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Synopsis
First published in 1981, this business classic offers five steps that can be used in business, school, relationships, and life in general to help resolve difficult situations. The goal is a win-win for both sides based on mutual advantage and basic principles. To achieve that, we need to get past our emotions and back off from polarized positions. If both sides in the negotiation can find a way to see the other person's perspective, conflicts can be resolved without either side feeling something had to be given up. Roger Fisher and William Ury provide a variety of case studies and situations that illustrate how both sides can win if we realize "It's not personal."
Industry Reviews
"The point is to negotiate on principle, not pressure--on mutual search for mutually discernible objectivity, patiently and firmly puting aside every other gambit. The book is a landmark, already a bible for international negotiators but just as useful for deciding which movie to see tonight or which school to send the family scion to."
Millennium Whole Earth Catalog - Stewart Brand
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