Getting past no: negotiating in difficult situations
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
New York ; Toronto ; London ; Sydney ; Auckland
Bantam Books
2007
|
| Edition: | Revised edition, paperback reissue |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis Klappentext |
| Item Description: | Literaturverzeichnis Seiten 183 - 189 Hier auch später erschienene, unveränderte Nachdrucke |
| Physical Description: | XV, 189 Seiten |
| ISBN: | 9780553371314 0553371312 |
Staff View
MARC
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Record in the Search Index
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|---|---|
| adam_text | Author s Note, Fifteen Years Later
ix
Acknowledgments
xiii
I GETTING READY
Overview: BREAKING THROUGH BARRIERS TO
COOPERATION
3
Prologue: PREPARE, PREPARE, PREPARE
15
II USING THE BREAKTHROUGH STRATEGY
1.
Don t React: go to the balcony
31
2.
Don t Argue: step to their side
52
3.
Don t Reject: reframe
76
4.
Don t Push: build them a golden bridge
105
5.
Don t Escalate: use power to educate
130
III TURNING ADVERSARIES INTO PARTNERS
Conclusion: turning adversaries into
PARTNERS
159
Appendix: preparation worksheet
173
Analytical Table of Contents
175
End Notes
183
A PRACTICAL 5-STEP METHOD FOR
NEGOTIATING WITH ANYONE—EVEN THE
DIFFICULT PERSON WHO WON T SAY YES
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
ANGERAND
HOSTILITY
•
FIND OUT WHAT THE OTHER SIDE REALLY WAblTG
«
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!
|
| adam_txt |
Author's Note, Fifteen Years Later
ix
Acknowledgments
xiii
I GETTING READY
Overview: BREAKING THROUGH BARRIERS TO
COOPERATION
3
Prologue: PREPARE, PREPARE, PREPARE
15
II USING THE BREAKTHROUGH STRATEGY
1.
Don't React: go to the balcony
31
2.
Don't Argue: step to their side
52
3.
Don't Reject: reframe
76
4.
Don't Push: build them a golden bridge
105
5.
Don't Escalate: use power to educate
130
III TURNING ADVERSARIES INTO PARTNERS
Conclusion: turning adversaries into
PARTNERS
159
Appendix: preparation worksheet
173
Analytical Table of Contents
175
End Notes
183
A PRACTICAL 5-STEP METHOD FOR
NEGOTIATING WITH ANYONE—EVEN THE
DIFFICULT PERSON WHO WON'T SAY YES
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
ANGERAND
HOSTILITY
•
FIND OUT WHAT THE OTHER SIDE REALLY WAblTG
«
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! |
| any_adam_object | 1 |
| any_adam_object_boolean | 1 |
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| discipline | Sprachwissenschaft Psychologie Literaturwissenschaft Wirtschaftswissenschaften |
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| edition | Revised edition, paperback reissue |
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| index_date | 2024-07-02T21:36:42Z |
| indexdate | 2024-07-09T21:19:40Z |
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| isbn | 9780553371314 0553371312 |
| language | English |
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| spelling | Ury, William 1953- Verfasser (DE-588)110064518 aut Getting past no negotiating in difficult situations William Ury Revised edition, paperback reissue New York ; Toronto ; London ; Sydney ; Auckland Bantam Books 2007 XV, 189 Seiten txt rdacontent n rdamedia nc rdacarrier Literaturverzeichnis Seiten 183 - 189 Hier auch später erschienene, unveränderte Nachdrucke Negotiation Verhandlungsführung (DE-588)4187777-9 gnd rswk-swf (DE-588)4048476-2 Ratgeber gnd-content Verhandlungsführung (DE-588)4187777-9 s DE-604 Digitalisierung UB Passau application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016659644&sequence=000003&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis Digitalisierung UB Passau application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016659644&sequence=000004&line_number=0002&func_code=DB_RECORDS&service_type=MEDIA Klappentext |
| spellingShingle | Ury, William 1953- Getting past no negotiating in difficult situations Negotiation Verhandlungsführung (DE-588)4187777-9 gnd |
| subject_GND | (DE-588)4187777-9 (DE-588)4048476-2 |
| title | Getting past no negotiating in difficult situations |
| title_auth | Getting past no negotiating in difficult situations |
| title_exact_search | Getting past no negotiating in difficult situations |
| title_exact_search_txtP | Getting past no negotiating in difficult situations |
| title_full | Getting past no negotiating in difficult situations William Ury |
| title_fullStr | Getting past no negotiating in difficult situations William Ury |
| title_full_unstemmed | Getting past no negotiating in difficult situations William Ury |
| title_short | Getting past no |
| title_sort | getting past no negotiating in difficult situations |
| title_sub | negotiating in difficult situations |
| topic | Negotiation Verhandlungsführung (DE-588)4187777-9 gnd |
| topic_facet | Negotiation Verhandlungsführung Ratgeber |
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