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

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.

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!

  • Published: 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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