William Ury, co-author of
Getting to Yes, the classic, two-million-copy bestseller on negotiation, now presents a
proven, five-step strategy for tackling the very thorniest aspect of the subject
dealing with people who won't deal.
How can you get to 'yes'
when the other person says 'no'? How can you negotiate successfully with a difficult
client, an irate customer, a stubborn relative or a deceitful colleague? What approach
works best with people who use stonewalling, threats and tricks to get their way?
When all the techniques you
know for fast, reasonable, co-operative negotiation fail, turn to Getting Past No to
discover how to:
Stay coof under pressure
Disarm angry adversaries and
break through resistance
Stand up for yourself
without provoking opposition
Deaf with underhand tactics
and dirty tricks
Find mutually agreeable
solutions
Use power constructively to
reach agreement
WILLIAM URY is an
internationally known specialist in negotiation and Associate Director of the Programme on
Negotiation at Harvard Law School. He is the co-author of Getting to Yes, the bestselling
book on negotiation
160 pages, Paperback