Winner of the 1991 CPR Award for Excellence in ADR (Outstanding Book Category)
Everyone knows that it is the give-and-take of negotiation that enables decisions to be made, problems to be solved, needs to be satisfied-in our professional as well as our personal lives. But where does that leave you when you confront someone who has no intention of negotiating fairly or in good faith? How can you find common ground when the other party – an angry boss, an unreasonable client, a deceitful colleague, an insecure business partner, a stubborn spouse – refuses to give an inch? How, in short, can you get to "yes" when someone else says "no"?
In Getting Past No, Dr. Ury offers his unique five-step system to dismantle stone walls, disarm tough bargainers, deflect attacks, and dodge dirty tricks. Dr. Ury's method of breakthrough negotiation depends not on scoring a win over the other party, but on winning him or her over. Getting Past No offers specific techniques and proven strategies designed to identify the problem, develop practical proposals, and invent creative options that satisfy both sides' needs.
Getting Past No Attributes
|Publisher:||New York, NY: Bantam Books, 1993|