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  • Published: 21 April 1993
  • ISBN: 9780712655231
  • Imprint: Random House Business
  • Format: Paperback
  • Pages: 176
  • RRP: $29.99

Getting Past No

Negotiating With Difficult People



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.

William Ury, co-author of the classic, 'GETTING TO YES', 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 different client, an irate customer, a stubborn realtive 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 Cool under pressureDisarm angry adversaries and break through resistanceStand up for yourself without provoking oppositionDeal with underhand tactics and dirty tricksFind mutually agreeable solutionsUse power constructively to reach agreement

...AND GET WHAT YOU WANT!

  • Published: 21 April 1993
  • ISBN: 9780712655231
  • Imprint: Random House Business
  • Format: Paperback
  • Pages: 176
  • RRP: $29.99

About the authors

Roger Fisher

Roger Fisher is the Samuel Williston Professor of Law Emeritus, Director of the Harvard Negotiation Project, and the founder of two consulting organizations devoted to strategic advice and negotiation training.

William Ury

WILLIAM URY is an internationally known specialist in negotiation and a Distinguished Senior Fellow of the Programme on Negotiation at Harvard Law School. He is the author of The Power of a Positive No, and co-author of Getting to Yes, which has sold over eight million copies worldwide.

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