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Getting Past No: Negotiating With Difficult People

Paperback|Apr 1993
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$19.99

William Ury, co-author of the classic, 'GETTING TO YES', now presents a proven, five-step strategy for tackling the very thorniest aspect of the subject - dealing with people who won't deal.How can you get to 'yes' when the other person...


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William Ury, co-author of the classic, 'GETTING TO YES', now presents a proven, five-step strategy for tackling the very thorniest aspect of the subject - dealing with people who won't deal.How can you get to 'yes' when the other person says, 'no'? How can you negotiate successfully with a different client, an irate customer, a stubborn realtive or a deceitful colleague? What approach works best with people who use stonewalling, threats and tricks to get their way?When all the techniques you know for fast, reasonable, co-operative negotiation fail, turn to 'GETTING PAST NO' to discover how to:Stay Cool under pressureDisarm angry adversaries and break through resistanceStand up for yourself without provoking oppositionDeal with underhand tactics and dirty tricksFind mutually agreeable solutionsUse power constructively to reach agreement...AND GET WHAT YOU WANT!
-Publisher

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 SATISFY 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!
-Publisher

How can you get to 'yes' when the other person says 'no'? How can you negotiate successfully with a difficult client, an irate customer, a stubborn relative or a deceitful colleague? What approach works best with people who use stonewalling, threats and tricks to get their way? GETTING PAST NO allows you to discover how to: * Stay cool under pressure * Disarm angry adversaries * Stand up for yourself without provoking opposition * Deal with underhand tactics and dirty tricks * Find mutually agreeable solutions * Use power consructively to reach agreement
-Publisher

PRODUCT DETAIL

William Ury

William Ury is the co-founder of Harvard's Program on Negotiation, where he directs the Project on Preventing War. One of the world's leading negotiation specialists, his past clients include dozens of Fortune 500 companies as well as the White House and Pentagon. Ury received his B.A. from Yale and a Ph.D. in Anthropology from Harvard. His books Getting to YES and Getting Past No have sold more than five million copies worldwide. He lives in Boulder, Colorado.

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