Getting to Yes: Negotiating Agreement Without Giving In
R. Fisher, B. Patton 1991 Penguin Books New York

This book describes techniques for principled negotiation, which allows you to come to a fair, mutually beneficial agreement without resorting to either bullying or making concessions. In addition to the description of techniques, an example of each technique is given. The authors explain how to separate the people from the problem; focus on interests, not positions; invent options for mutual gain; and use objective criteria to evaluate your options. They also explain how to negotiate under difficult conditions.

ISBN: 0140157352

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Subject: Education:Faculty Development
Resource Type: Pedagogic Resources:Opinion, Overview/Summary, Book
Topics: Education:Faculty DevelopmentKeyword: career preparation