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' NEEDSGetting Past No is the state-of-the-art book on negotiation for the twenty-first century.
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 pressure Disarm angry adversaries and break through resistance Stand up for yourself without provoking opposition Deal with underhand tactics and dirty tricks Find mutually agreeable solutions Use power constructively to reach agreement ...AND GET WHAT YOU WANT!
Roger Fisher is the Samuel Williston Professor Emeritus of Law, director of the Harvard Negotiation Project, and the founder of two consulting organisations devoted to strategic advice and negotiation training.
William Ury is Associate Director of the Programme on Negotiation at Harvard Law School and is an internationally known specialist in negotiation.
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