Getting Past No: Negotiating in Difficult SituationsWe all want to get to yes, but what happens when the other person keeps saying no? How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker? In Getting Past No, William Ury of Harvard Law School’s Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You’ll learn how to: • Stay in control under pressure • Defuse anger and hostility • Find out what the other side really wants • Counter dirty tricks • Use power to bring the other side back to the table • Reach agreements that satisfies both sides' needs Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don’t have to get mad or get even. Instead, you can get what you want! |
Contents
BREAKING THROUGH BARRIERS | 3 |
PREPARE PREPARE PREPARE | 15 |
GO TO THE BALCONY | 31 |
STEP TO THEIR SIDE | 52 |
REFRAME | 76 |
BUILD THEM A GOLDEN BRIDGE | 105 |
USE POWER TO EDUCATE | 130 |
TURNING ADVERSARIES INTO | 159 |
PREPARATION WORKSHEET | 173 |
| 181 | |
End Notes | 183 |
To Change the Game Change the Frame | 185 |
Build a Golden Bridge | 186 |
A Salary Negotiation | 189 |
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Common terms and phrases
acknowledging agree alternative angry answer Anwar Sadat attack balcony Basil Liddell Hart BATNA behavior Benjamin Disraeli better Boeing boss break Breakthrough negotiation BUDGET DIRECTOR buyer challenge change the game client confrontation Consider constituents cooperation counterpart Cuban missile crisis deadline deal decision defuse difficult discussion Dyke emotions employee feel Getting to Yes give golden bridge gotiation Gromyko Harvard Law School ideas joint problem-solving keep Lee Iacocca listen look lose Louden MARKETING CHIEF meet ment mutually satisfactory agreement Neuharth opponent options partner percent person police Power to Educate problem problem-solving question proposal reach agreement react reaction reframe reject resist respond Roger Fisher SALT II satisfy your interests say yes side side's interests someone Soviet step stone wall strike Sun Tzu sure tactic talk tell third party threat threaten trick trying unmet interests World War III Wyman