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Getting Past No: Negotiating With Difficult People [Paperback]

Roger Fisher , William Ury
4.3 out of 5 stars  See all reviews (7 customer reviews)
RRP: 8.99
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Book Description

9 July 1992

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!


Frequently Bought Together

Getting Past No: Negotiating With Difficult People + Getting to Yes: Negotiating an agreement without giving in + Building Agreement: Using Emotions as You Negotiate
Price For All Three: 21.57

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Product details

  • Paperback: 176 pages
  • Publisher: Random House Business; New Ed edition (9 July 1992)
  • Language: English
  • ISBN-10: 0712655239
  • ISBN-13: 978-0712655231
  • Product Dimensions: 12.6 x 19.7 cm
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (7 customer reviews)
  • Amazon Bestsellers Rank: 13,200 in Books (See Top 100 in Books)

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Customer Reviews

4.3 out of 5 stars
4.3 out of 5 stars
Most Helpful Customer Reviews
24 of 24 people found the following review helpful
4.0 out of 5 stars Still getting to yes.... 9 Jun 2008
Format:Paperback
Good book but 90% repeats what is in Getting to Yes - even some of the negotiation samples are lifted wholesale. So buy Getting to Yes and buy Getting Past No if you lose your copy of Getting to Yes.
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9 of 9 people found the following review helpful
Format:Paperback|Verified Purchase
William Ury wrote here an excellent sequel on the bestseller "Getting to Yes" and expands hereby the negotiation tools set to be more equipped towards dealing with the difficult person in a negotiaton (or situation).

The book follows 5 steps. It covers basic communication styles to diffuse the situation and elements to boost your BATNA (your best alternative) overall. The content list of his book gives already some ideas of this approach. The book covers these 5 steps in a schematic way, by being brief and very much to the point. Compact written and easy to assimilate.

William Ury does also give the course "Dealing with Difficult People and Difficult Situations" at the Program on Negotiation (PON) at Harvard Law School. This course follows also these 5 steps as illustrated here in this book. He is certainly a highly experienced and empathic speaker. He is a great person to come across and therefore I am not surprised he wrote a excellent book like this.

I certainly highly recommend his book, his negotiation course, as well as William Ury as public speaker/trainer.
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44 of 47 people found the following review helpful
5.0 out of 5 stars Satisfaction guaranteed! 9 Sep 2002
Format:Paperback
If you have read the “getting to the yes”, this is a logical sequel. The first book was superb, creating high expectations for this one, but you wont be disappointed.
It discusses clear ways to get in and out of the zone of uncomfortable debate, with people that “stucks” with the “no”.
A very easy, very useful and practical read.
Provides extremely good advice. It will certainly deliver results for most readers, changing the way they negotiate with reluctant and stubborn people.
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3.0 out of 5 stars uninspiring 3 Jan 2014
By pip
Format:Paperback|Verified Purchase
found the format rather dry and uninteresting. Probably not enough real cases to illustrate the methods. Next edition should have cases that can be used in teaching.
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