Getting Past No: Negotiating in Difficult Situations

by William Ury

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 satisfies 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!

Genres: Business, Nonfiction, Communication, Psychology, Leadership, Self Help, Management

208 pages, Paperback

First published August 1, 1991

About the author

William Ury is an American author, academic, anthropologist, and negotiation expert. He co-founded the Harvard Program on Negotiation. Additionally, he helped found the International Negotiation Network with former President Jimmy Carter. Ury is the co-author of Getting to Yes with Roger Fisher, which set out the method of principled negotiation and established the idea of the best alternative to a negotiated agreement (BATNA) within negotiation theory.

Reviews

[Juli]

¿Acaso no elimino a mis enemigos cuando los convierto en amigos míos?

USE EL PODER A EDUCAR

Simplemente un libro MUY educador

[Julio Escoboza]

Un buen libro que te da buenos tipos en cuanto a poder llegar a una negociación correcta y exitosa. Da algunos ejemplos que ayudan entender la lectura y en que situaciones puedes llegar a utilizarlo.

[Alana]

Amigable. Guía práctica. Buen libro para el comienzo y la inmersión en la negociación.

[Gema Gómez]

Lectura obligada en el trabajo, recuerdo que me gusto.

[Javier Cebreiros]

Me parece brillante para mejorar nuestra comunicación y capacidad de empatía/negociación.