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Book Cover
Book
Author Ury, William.

Title Getting past no : negotiating with difficult people / William Ury
Edition Bantam paperback reissue
Published London : Business Books, 1991

Copies

Location Call no. Vol. Availability
 MELB  158.5 URY-G  AVAILABLE
Description 161 pages ; 21cm
Contents Getting ready : Overview: breaking through barriers to cooperation ; Prologue: prepare, prepare, prepare -- Using the breakthrough strategy : Don't react: Go to the balcony ; Don't argue: Step to their side ; Don't reject: Reframe ; Don't push: Build them a golden bridge ; Don't escalate: Use power to educate -- Turning adversaries into partners -- Appendix : Preparation worksheet
Summary From the co-author of the two-million copy bestseller 'Getting to Yes', a state-of-the-art book on negotiation in the '90s. Featuring an all-new chapter to familiarize readers with the main concepts of "Getting to Yes" and other negotiaion strategies, "Getting Past No" reveals how to turn adversaries into negotiating partners
Notes Bibliography: p.157-161
Bibliography Bibliography: pages 157-161
Subject Interpersonal confrontation.
Negotiation in business.
Negotiation.
Author Lewis, Jim (Lecturer)
LC no. 91010101
ISBN 0712650865 (cased)
0712653279 (export pbk)
0712655239