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Format: Hardcover
ISBN-10: 0395631246
ISBN-13: 9780395631249
Apr 1992
Publisher: Penguin Group USA
200 pages
Illustrated
Edition: 2
Language: English |
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* ML=ships from multiple locations, AE/AP/AA=ships from U.S. Military location.
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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."
| Size | | Length: | 200 pages | | Height: | 8.5 in | | Width: | 5.8 in | | Thickness: | 1.0 in | | Weight: | 14.4 oz |
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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