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Getting past no : negotiating in difficult situations / William Ury.

By: Material type: TextTextPublication details: New York : Bantam Books, 2007.Edition: Rev. edDescription: 189 p. ; 21 cmISBN:
  • 9780553371314 (pbk.)
  • 0553371312 (pbk.)
Subject(s): Genre/Form: DDC classification:
  • 158/.5 22
LOC classification:
  • BF637.N4 U79 2007
Other classification:
  • QP 300
  • CV 3500
Online resources:
Contents:
I. Getting ready. 1. Overview: breaking through barriers to cooperation --- 2. Prologue: prepare, prepare, prepare ---- II. Using the breakthrough strategy. 3. Don't react: go to the balcony --- 2. Don't argue: step to their side --- 3. Don't reject: reframe --- 4. Don't push: build them a golden bridge --- 5. Don't escalate: use power to educate ---- III. Turning adversaries into partners. 1. Conclusion: turning adversaries into partners --- 2. Appendix: preparation worksheet.
Summary: 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: a) Stay in control under pressure; b) Defuse anger and hostility; c) Find out what the other side really wants; d) Counter dirty tricks; e) Use power to bring the other side back to the table; f) 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! -- Back cover.
List(s) this item appears in: Ethical Practices | Professional/Career | Relationship Building
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Browsing Illinois Leadership Center shelves, Shelving location: ODOS Close shelf browser (Hides shelf browser)
BF637.H4S34 2009 C.5 Helping : BF637.L4 158.4 2009 C.1 On becoming a leader BF637.L4 158.4 2009 C.2 On becoming a leader BF637.N4 U79 2007 C.3 Getting past no : BF637.S4 C658 2001 C.2 The other 90% : BF637.S4 C685 2005 C.2 The 8th habit : BF637.S4 S828 2007 C.2 Make the impossible possible :

Includes bibliographical references.

I. Getting ready. 1. Overview: breaking through barriers to cooperation --- 2. Prologue: prepare, prepare, prepare ---- II. Using the breakthrough strategy. 3. Don't react: go to the balcony --- 2. Don't argue: step to their side --- 3. Don't reject: reframe --- 4. Don't push: build them a golden bridge --- 5. Don't escalate: use power to educate ---- III. Turning adversaries into partners. 1. Conclusion: turning adversaries into partners --- 2. Appendix: preparation worksheet.

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: a) Stay in control under pressure; b) Defuse anger and hostility; c) Find out what the other side really wants; d) Counter dirty tricks; e) Use power to bring the other side back to the table; f) 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! -- Back cover.

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