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About the book
  • Published: 21 April 1993
  • ISBN: 9780712655231
  • Imprint: Random House Business
  • Format: Paperback
  • Pages: 176
  • RRP: $19.99
Categories:

Getting Past No

Negotiating With Difficult People


Formats & editions


How can you get to 'yes' when the other person says 'no'? How can you negotiate successfully with a difficult client, an irate customer, a stubborn relative or a deceitful colleague? What approach works best with people who use stonewalling, threats and tricks to get their way?

GETTING PAST NO allows you to discover how to:
* Stay cool under pressure
* Disarm angry adversaries
* Stand up for yourself without provoking opposition
* Deal with underhand tactics and dirty tricks
* Find mutually agreeable solutions
* Use power consructively to reach agreement

  • Pub date: 21 April 1993
  • ISBN: 9780712655231
  • Imprint: Random House Business
  • Format: Paperback
  • Pages: 176
  • RRP: $19.99

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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