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«ՎԱՉԵ ԵՎ ԹԱՄԱՐ ՄԱՆՈՒԿՅԱՆ» ՄԱՏԵՆԱԴԱՐԱՆ

Getting to Yes. Negotiating agreement without giving in./ R. Fisher, W. Ury; Edt.: B. Patton

By: Contributor(s): Material type: TextTextLanguage: eng. Publication details: USA: Penguin books, 1991.Edition: Second editionDescription: XIX + 200 p.; 20 cmISBN:
  • 0140157352
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Գրքեր/Books Գրքեր/Books Մայր Աթոռ Սուրբ Էջմիածին «Վաչե և Թամար Մանուկյան» Մատենադարան Գրապահոց 159.9/F-58 (Browse shelf(Opens below)) Available Սպասարկվում է ընթերցասրահ E-6608

[The problem - Don't bargain over positions. The method - Separate the people from the problem. Focus on interests, not positions. Invent options for mutual gain.Insist on using objective criteria. Yes, But... - What if they are more powerful? (Develop your BATNA - best alternative to a negotiated agreement). What if they won't play? (Use negotiation jujitsu).What if they use dirty tricks? (Taming the hard bargainer). In conclusion. The questions people ask about getting to yes.]

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