Negotiating With Difficult People

Getting Past No

Roger Fisher and William Ury bring you a simple, step-by-step guide to give you the skills you need to negotiate successfully in every situation.

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.

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!

Roger Fisher

William Ury

Negotiating an agreement without giving in

__________________________ 
THE WORLD'S BESTSELLING GUIDE TO NEGOTIATION 
 
Getting to Yes has been in print for over thirty years. This timeless classic has helped millions of people secure win-win agreements both at work and in their private lives. Founded on principles such as: 
 
· Don't bargain over positions 
 
· Separate the people from the problem 
 
· Insist on objective criteria 
 
Getting to Yes simplifies the whole negotiation process, offering a highly effective framework that will ensure success.

William Ury

Books by William Ury

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