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: 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. Getting Ready. Overview : Breaking Through Barriers To Cooperation ; Prologue : Prepare, Prepare, Prepare -- Using The Breakthrough Strategy. Don't React : Go To The Balcony ; Don't Argue : Step To Their Side ; Don't Reject : Reframe ; Don't Push : Build Them A Golden Bridge ; Don't Escalate : Use Power To Educate -- Conclusion : Turning Adversaries Into Partners -- Appendix : Preparation Worksheet. William Ury. Includes Bibliographical References. “Getting Past No is the most elegant handbook on the challenge of difficult negotiation and difficult people.”—Leonard A. Lauder, president, Estée Lauder Companies “Bill Ury has a remarkable ability to get to the heart of a dispute and find simple but innovative ways to resolve it.”—President Jimmy Carter WINNER OF THE BOOK PRIZE OF THE CENTER FOR PUBLIC RESOURCES 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 and author of Possible, 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'needsGetting Past No is the state-of-the-art book on negotiation for the twenty-first century that 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! 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 From the co-author of the two-million copy bestseller "Getting to Yes," a state-of-the-art book on negotiation in the '90s. Featuring an all-new chapter to familiarize readers with the main concepts of "Getting to Yes" and other negotiation strategies, "Getting Past No" reveals how to turn adversaries into negotiating partners A five-step strategy to disarm tough bargainers, dismantle stone walls, deflect attacks, and dodge dirty tricks