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Index
Praise
About the Authors
Title Page
Copyright
Dedication
Preface to the Third Edition
Preface to the Second Edition
Acknowledgments
Contents
Introduction
I THE PROBLEM
1 Don’t Bargain Over Positions
II THE METHOD
2 Separate the People from the Problem
3 Focus on Interests, Not Positions
4 Invent Options for Mutual Gain
5 Insist on Using Objective Criteria
III YES, BUT . . .
6 What If They Are More Powerful?
7 What If They Won’t Play?
8 What If They Use Dirty Tricks?
IV IN CONCLUSION
In Conclusion
V TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES
Ten Questions People Ask About Getting to YES
Analytical Table of Contents
A Note on the Harvard Negotiation Project
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