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Getting Past No: Negotiating with Difficult People, by William Ury
Ebook Getting Past No: Negotiating with Difficult People, by William Ury
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Dr. William L. Ury shows listeners how to overcome serious obstacles to negotiation. Whether dealing with an unruly teenager or an office bully, Dr. Ury's method will help listeners gain control in even the most difficult situations. Most importantly, GETTING PAST NO gets results.
- Sales Rank: #1799578 in Books
- Published on: 1992
- Format: Import
- Original language: English
- Number of items: 4
- Dimensions: 7.80" h x .47" w x 4.96" l, 1.10 pounds
- Binding: Paperback
- 164 pages
From Publishers Weekly
Cofounder of a Harvard Law School program on negotiation, Ury presents a five-step agenda to deal successfully with opponents, be they unruly teenagers, labor leaders, terrorists or international politicians. Strategies focus on self-discipline, or tactics for defusing the adversary's attacks, and suggestions for developing options designed to lead to a mutually satisfactory agreement. Defining negotiations as "the art of letting the other person have your way," Ury, coauthor of Getting to Yes , stresses the need to understand the other's character and motivation. With examples--including Iacocca and the Chrysler Corporation vs. Congress--he shows the advantages of curbing reactions and stepping back to restore perspective. The author's imaginative and persuasive reasoning, communicated to the "opponent" reader, serves in itself to validate his theories.
Copyright 1991 Reed Business Information, Inc.
From Kirkus Reviews
Ury (Beyond the Hotline, 1985, and coauthor, with Roger Fisher, of the hugely best-selling Getting to Yes, 1981) has returned to the subject he knows best--this time focusing on the most difficult negotiating opponents, whose resistance may take the form of stonewalling, threats, and assorted dirty tricks. Where Getting to Yes used the catch phrase ``principled negotiation'' to describe its method, ``breakthrough negotiation'' is Ury's umbrella term here. He sees five potential barriers to success: the opponent's negative emotions, negotiating habits, skepticism about the benefits of agreement, perceived power, and, finally, one's own reaction to all of the four. ``Breakthrough negotiation'' offers a five-step response to the barriers: don't react, disarm your opponent, change the game, make it easy to say yes, and make it hard to say no. Readers familiar with Getting to Yes may experience d‚j… vu as Ury discusses developing one's BATNA (Best Alternative To a Negotiated Agreement) or counsels on the importance of knowing when to remain silent (his ``Some of the most effective negotiating you will ever do is when you are not talking'' in Getting to Yes becomes, here, ``Some of the most effective negotiation is accomplished by saying nothing''). But No is not simply a rehash of the greatly successful Yes; new ground is covered, the organization is clear, the writing is crisp, and the examples are timely, engaging, and appropriate (although not always new--e.g., a divorce settlement in which equity in a husband's house is substituted for child-support payments was also cited in the earlier text). Expert advice, even though not entirely on new ground. -- Copyright �1991, Kirkus Associates, LP. All rights reserved.
From the Inside Flap
Dr. William L. Ury shows listeners how to overcome serious obstacles to negotiation. Whether dealing with an unruly teenager or an office bully, Dr. Ury's method will help listeners gain control in even the most difficult situations. Most importantly, GETTING PAST NO gets results.
Most helpful customer reviews
0 of 0 people found the following review helpful.
There are many good suggestions, that you can just go practice
By Claus Lindemann
It's simple, straight forward and to the point. There are many good suggestions, that you can just go practice, and probably many situations you will recognize. To me it was a reminder of what I had forgotten I knew and an eye opener to my sometimes naive belief that everybody in a negotiation always play fair. I also enjoyed reading it
0 of 0 people found the following review helpful.
Great sophisticated framework for negotiating anything
By CHARLES MCDONALD
Very encompassing and easy to follow. Critical text for negotiations - I would recommend this to anyone as it can be applied to most spheres of life
0 of 0 people found the following review helpful.
Great book, codifies things you probably already know but ...
By Ender
Great book, codifies things you probably already know but is helpful to access in a written format and easier to recall when structured and laid out for you.
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