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Getting Past No: Negotiating in Difficult Situations
 
 
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Getting Past No: Negotiating in Difficult Situations (Paperback)

de William Ury (Author) "We all negotiate every day ..." En savoir plus
4.9étoiles sur 5  Voir tous les commentaires (26 évaluations de client)
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Getting Past No: Negotiating in Difficult Situations + Getting to Yes: Negotiating Agreement Without Giving In + Difficult Conversations
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  • Cet article : Getting Past No: Negotiating in Difficult Situations de William Ury

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Descriptions du produit

Product 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!


Ingram

A guide to successful negotiation shows readers how to stay cool under pressure, stand up for themselves without provoking opposition, deal with underhanded tactics, find mutually agreeable options, and more.
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We all negotiate every day. Lire la première page
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Getting Past No: Negotiating in Difficult Situations
57% buy the item featured on this page:
Getting Past No: Negotiating in Difficult Situations 4.9étoiles sur 5 (26)
CDN$ 15.33
Getting to Yes: Negotiating Agreement Without Giving In
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Getting to Yes: Negotiating Agreement Without Giving In 4.3étoiles sur 5 (73)
CDN$ 12.78
Difficult Conversations
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Difficult Conversations 4.4étoiles sur 5 (75)
CDN$ 12.78
The Power of a Positive No: How to Say No and Still Get to Yes
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The Power of a Positive No: How to Say No and Still Get to Yes 5.0étoiles sur 5 (1)
CDN$ 14.56
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L'avis des consommateurs

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4.9étoiles sur 5 (26 évaluations de client)
 
 
 
 
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Commentaires client les plus utiles

 
4 internautes sur 4 ont trouvé ce commentaire utile :
5.0étoiles sur 5 The 2nd Best Book on Negotiation, Avril 25 2001
Par Franco Arda (London UK) - Voir tous mes commentaires
(REAL NAME)   
I thing "Getting to Yes" is the best book on negotiation in the market. It sets the outline. "Getting Past No" shows how to win difficult partner over the way you think. As in "Getting to Yes", Ury uses successfully a 5 step method for his method called "breakthrough negotiation".

1) Don't react 2) Disarm them 3) change the game 4) Make it easy to say YES 5) Make it hard to say NO

5 excellent steps in winning over a reluctant negotiation partner. Simple and clear steps that can have a great impact.

Getting Past No stands on its own. You don't need to have read Getting to Yes to understand and appreciate this one. Only do I love to go back to the basics of negotiation over and over, and their is for me no supplement to Getting to Yes.

Ce commentaire vous a-t-il été utile ? Oui Non (Signaler ce commentaire)



 
3 internautes sur 3 ont trouvé ce commentaire utile :
5.0étoiles sur 5 Best of Breed, Mars 6 2001
Par Ruth Edlund "dark goddess of replevin" (King County, Washington:) - Voir tous mes commentaires
(REAL NAME)   
I have read extensively on negotiation, including everything written by folks affiliated with the Harvard Negotiation Project. I think that _Getting Past No_ is the best of all the books.

Its conciseness is deceptive. The concepts expressed are profound. For example, I cannot count the number of clients to whom I have explained the concept of BATNA (best alternative to a negotiated agreement, i.e. what you do if the negotiations fail) before we head into a session of mediation or other negotiation. I have reread this book several times at widely spaced intervals and have found it better than I remembered each time.

I think this particular book is also much more helpful to those who participate in negotiations that are less structured than labor or arms negotiations that are highly choreographed than was _Getting to Yes_, which at times seemed to assume that all players in the negotiation would be using the same text.

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3 internautes sur 3 ont trouvé ce commentaire utile :
5.0étoiles sur 5 A practical guidebook to "Win-Win" negotiation., Juil 29 1998
Par Anthony P. Mayo "Tony Mayo" (Virginia near D.C., USA) - Voir tous mes commentaires
(REAL NAME)   
William Ury is a not only an experienced high-level negotiator but an acute student of his art who can distill his wisdom into concise, memorable lessons. This book is indispensable for anyone who wants to do well in negotiations, formal or informal, without humiliating or destroying the other side. For Ury and his disciples, Win-Win is not a feel-good aspiration but a profitable practice. As a negotiation style which builds relationships while getting things done, Win-Win is a cornerstone of the "Sustainable Workstyles" we teach at MayoGenuine.

A key insight of his method is the possibility of being "soft on the people, hard on the problem." Negotiation is often associated with macho words like "bruising," "hard nosed," and "marathon" that it is easy to forget negotiation is not war pursued by other means. We negotiate as an alternative to battle, not as another version of it. Everyone wants an acceptable outcome and! would prefer to get to it without being harmed. Ury techniques for separating the issues from the personalities help produce resolutions without unnecessary upsets and leave all involved willing to negotiate another day.

Many books and articles use familiar examples from the news to illustrate their points. The difference with Getting Past No is that when Ury talks about the Cuban missile crisis is is with the authority of one who was in the room with JFK. He has also participated in labor negotiations, mergers and conversations with his children. His research and personal authority inform every suggestion.

If you are ready to reduce the time you spend capitulating and combating, if you are ready to start taking responsibility for crafting Win-Win agreements, then reading and applying this short book is your best start.

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 		 Commentaires client les plus récents

5.0étoiles sur 5 Extremely Helpful
This is probably the most useful book I've ever read. I'm kicking myself for not reading it sooner. 1000 thanks to Dr. Ury. This is one title you will never regret buying.
Publié le Juil 7 2004 par Nicholas J. Salomon

5.0étoiles sur 5 Worth it's Weight in Gold
This book doesn't claim to be a book on LISTENING, and yet it subtly explains and beautifully uses the key elements of listening. Lisez davantage
Publié le Jui 15 2004 par S. Swarup

4.0étoiles sur 5 Easy to read book for beginners
It is the best book for the beginners to learn negotiations by in a day. The book is easy to read and to the point. Lisez davantage
Publié le Janv. 23 2004 par A. Mahmood

5.0étoiles sur 5 At last, a proven, repeatable PROCESS!
I recently embarked on a project to improve my negotiating skills. I read about half a dozen books and for the most part they left me wanting more. Lisez davantage
Publié le Déc 23 2003 par Cesar D. Munoz

4.0étoiles sur 5 The easy way to get through hard negotiations
I coach and assist in mediator training and at the beginning of our training, we use Fisher & Ury's Interest-based negotiation model. Lisez davantage
Publié le Fév 13 2003 par garudasofia

5.0étoiles sur 5 Impasse Blockbusting
In his superb book, William Ury builds on the pricipals first put forth in his first book with Roger Fisher, "Getting To Yes. Lisez davantage
Publié le Janv. 26 2003 par Jon Linden

5.0étoiles sur 5 Must Read for anyone with a pulse a job or a kid
This book gives excellent strategies for dealing with bosses, co-workers, parents, spouses and anyone else. This book saved my career. It's that simple. Lisez davantage
Publié le Juil 12 2002

5.0étoiles sur 5 getting past no
very practical and also very tactical and intellectual for those seeking that kind of perspective.
most effective in dealing with dishonest, manipulative and those who... Lisez davantage
Publié le Avril 25 2002 par alan singer

5.0étoiles sur 5 getting past no
very practical and also very tactical and intellectual for those seeking that kind of perspective.
most effective with dealing with dishonest, manipulative and those who... Lisez davantage
Publié le Avril 25 2002 par alan singer

5.0étoiles sur 5 Could you possibly write a better book on negotiation?
I'm not sure if you could possibly write a better book on negotiation.

This small, thin, lightweight, Bantam paperback of 181 pages is both concise and well written. Lisez davantage

Publié le Avril 18 2002 par J. M. Gorman

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