Getting Past No: Negotiating in Difficult Situations

Front Cover
Random House Publishing Group, Apr 17, 2007 - Business & Economics - 208 pages
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!
 

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Contents

GETTING READY
3
Build them a golden bridge
4
PREPARE PREPARE PREPARE
15
Go To THE BALCONY
31
step to THEIR side
52
REFRAME
76
BUILD THEM A GoldFN BRIDGE
105
USE Power To EDUCATE
130
TURNING ADVERSARIES INTO PARTNERS
159
PREPARATION worksheet
173
End Notes
183
To Change the Game Change the Frame
185
Build a Golden Bridge
186
A Salary Negotiation
189
Copyright

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About the author (2007)

A world-renowned negotiator, mediator, and bestselling author, William Ury directs the Global Negotiation Project at Harvard University. Over the last thirty years he has helped millions of people, hundreds of organizations, and numerous countries at war reach satisfying agreements.

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