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Online Public Access Catalogue (OPAC)
Library,Documentation and Information Science Division

“A research journal serves that narrow

borderland which separates the known from the unknown”

-P.C.Mahalanobis


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Getting together : [electronic resource] building relationships as we negotiate / by Roger Fisher and Scott Brown.

By: Fisher, Roger, 1922-.
Contributor(s): Brown, Scott.
Material type: TextTextPublisher: New York, N.Y. : Penguin Books, 1989Description: xv, 216 p. ; 20 cm.ISBN: 0140126384; 9780140126389.Subject(s): Negotiation | Interpersonal relations | Negotiating | Interpersonal Relations | Administracao financeiraDDC classification: 158/.5 Online resources: Free eBook from the Internet Archive | Additional information and access via Open Library
Contents:
1. The goal : a relationship that can deal well with differences -- 2. First step : disentangle relationship issues from substantive ones -- 3. A strategy : be unconditionally constructive -- 4. Rationality : balance emotions with reason -- 5. Understanding : learn how they see things -- 6. Communication : always consult before deciding, and listen -- 7. Reliability : be wholly trustworthy, but not wholly trusting -- 8. Persuasion, not coercion : negotiate side by side -- 9. Acceptance : deal seriously with those with whom we differ -- 10. Congruence : put it all together so that it fits -- A note on "tit-for-tat" -- Analytical table of contents.
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Originally published: Boston : Houghton Mifflin, 1988.

On cover: Sequel to Getting to yes.

1. The goal : a relationship that can deal well with differences -- 2. First step : disentangle relationship issues from substantive ones -- 3. A strategy : be unconditionally constructive -- 4. Rationality : balance emotions with reason -- 5. Understanding : learn how they see things -- 6. Communication : always consult before deciding, and listen -- 7. Reliability : be wholly trustworthy, but not wholly trusting -- 8. Persuasion, not coercion : negotiate side by side -- 9. Acceptance : deal seriously with those with whom we differ -- 10. Congruence : put it all together so that it fits -- A note on "tit-for-tat" -- Analytical table of contents.

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