Getting Past No
Negotiating with Difficult People
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Getting Past No by Roger Fisher
Book DescriptionWe 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 SATISFY 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!
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Book DetailsISBN: 9780712655231
(198mm x 126mm x 12mm)
Imprint: Random House Business Books
Publish Date: 9-Jul-1992
Country of Publication: United Kingdom
Books By Author Roger Fisher
Getting To Yes, Paperback (June 2012)
A guide to negotiation. Including principles such as: Don't bargain over positions; Separate the people from the problem; and, Insist on objective criteria, it simplifies the whole negotiation process, offering an effective framework that ensures success.
Purpose, Paperback (August 2008)
In Purpose, world-renowned thought leader Nikos Mourkogiannis turns the entire idea of leadership on its head and shows that the choice between values and success is no choice at all. Drawing on examples from across multiple industries, Mourkogiannis demonstrates how a strong purpose is the essential first step toward lasting success.
Building Agreement, Paperback (June 2007)
Shows you how to control the five 'core concerns' that motivate people: Express appreciation for what others think, feel or do; Build affiliation and turn an adversary into a colleague; Respect autonomy in others and gain autonomy in return; Acknowledge status and simultaneously establish your own worth; and Choose a fulfilling role.
Beyond Reason, Paperback (September 2006)» View all books by Roger Fisher
The author of "Getting to Yes" teams with Harvard psychologist Daniel Shapiro to show readers how to use emotions to turn a disagreement--big or small, professional or personal--into an opportunity for mutual gain.
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Author Biography - Roger Fisher
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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