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.
The book follows 5 principle 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. It’s compactly written, and easy to assimilate.
In Getting Past No 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!
Text from Amazon.com.