Getting Past No: Negotiating in Difficult Situations
We 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!
From the Trade Paperback edition.
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Review: Getting Past No Negotiating Your Way from Confrontation to CooperationUser Review - George - Goodreads
I'm working through a difficult family situation and while this book did not really furnish any examples approximating my own circumstances, it still makes a strong contribution that will help me/us a ... Read full review
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Other editions - View all
Getting Past No: Negotiating Your Way from Confrontation to Cooperation
Limited preview - 1993
acknowledging agree alternative angry answer 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 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 offer 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 William Ury World War III Wyman