Getting Past No: Negotiating in Difficult Situations Author: William Ury | Language: English | ISBN:
B000PDZFDO | Format: EPUB
Getting Past No: Negotiating in Difficult Situations Description
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.- File Size: 214 KB
- Print Length: 208 pages
- Publisher: Bantam; Revised edition (April 17, 2007)
- Sold by: Random House LLC
- Language: English
- ASIN: B000PDZFDO
- Text-to-Speech: Not enabled
X-Ray:
- Lending: Not Enabled
- Amazon Best Sellers Rank: #40,704 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
- #11
in Kindle Store > Kindle eBooks > Business & Money > Management & Leadership > Negotiating - #35
in Books > Business & Money > Management & Leadership > Negotiating
- #11
in Kindle Store > Kindle eBooks > Business & Money > Management & Leadership > Negotiating - #35
in Books > Business & Money > Management & Leadership > Negotiating
GETTING PAST NO by William Ury is well written and will become a classic must-read if it is not already. The book is brief, easy-to-read yet is strinkingly powerful and useful. The primary benefit from reading this book is how pratical it is. You can use the tools, tactics, and concepts in this book in professional life, business or even to negotiate with friends. In summary, if you want to improve your ability to negotiate, you would be doing yourself a very big favor by acquiring a copy of this book.
HIGHLIGHTS:
The aim of a negotiation is to reach a mutually beneficial outcome for the parties involved. To accomplish that end, you must identify your interests and your prize (desireable outcome). Further, you must also accurately identify your "opponent's" interests as well. What concerns might the other party have? Needs? A person's needs can be tangible as well as intangible such as the need to safe-face or be respected.
The strategy to negotiate effectively to reach a mutually beneficial outcome include (1) an objective and honest analysis of the negotiation and the process; (2) understanding the other party or parties by seeing the situation from their perspective; (3) reframing the negotiation to focus on satisfying interests and not on "positional statements;" (4) make it difficult for the other side to say no by building a "golden bridge" by acknowledging, involving, and respecting the other side; (5) bringing the other side to their senses by educating them on the consequences from not reaching a mutually satisfying agreement.
CLOSING
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In closing, the organization of the book and the clarity in which the concepts are explained really add to the value of the book and makes it easier for readers to apply the material.
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