Getting Past No by Roger Fisher

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Getting Past No by Roger Fisher

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Summary

This book provides a step-by-step method for negotiation that aims to ensure that satisfactory agreement is reached with even the most intransigent people. The author also co-wrote "Getting Past Yes".

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Getting Past No by Roger Fisher

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 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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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.

SKU Unavailable
ISBN 13 9780712655231
ISBN 10 0712655239
Title Getting Past No
Author Roger Fisher
Condition Unavailable
Binding Type Paperback
Publisher Cornerstone
Year published 1992-07-09
Number of pages 176
Cover note Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
Note Unavailable