We personally assess every books quality and offer rare, out-of-print treasures.
William Ury Getting Past No Upgrade Your BrowserPlease upgrade your browser to improve your experience and security.Dr. William L. Ury shows listeners how to overcome serious obstacles to negotiation.Whether dealing with an unruly teenager or an office bully, Dr. Urys method will help listeners gain control in. Product Details Format: Paperback Language: English ISBN: 0553371312 Release Date: January 1993 Publisher: Bantam Length: 208 Pages Weight: 0.45 lbs. Dimensions: 8.3 x 0.6 x 5.3. As a sales engineer on the road I keep resorting to the techniques of this book to find the break-through awakening in the negotiation process. This approach is not ivory-towered inspirired, its based on very concrete situations and it calls for leaderhip qualities that are assumed by default since you are your own worst enemy. I find this audiobook more complete than getting to yes and a complement to it. My english comprehension is not very good, but the clarity of the pronunciation and the great content of the book made me happy during several Madrids traffic jams. In Getting Past No Ury discusses the nuances and niceties of negotiating using a joint problem solving approach which is interest based rather than being rights based or power based. Ury explains that the challenge is to convert a confrontational situation to a cooperative creative problem solving process, that integrates the parties in a negotiation into a cooperative mode, that results in the best long term agreements.The specific wonder of this book, is its focus on what to do, when you dont know how to get past a problem. Ury calls his method the Breakthrough Strategy and is virtually totally as applicable for mediators as it is for negotiators. In fact, several times, Ury mentions that a mediator may assist the process.Simply put, Ury contends that there are basically 5 things that one needs to do to preserve smooth negotiations and to break through an impasse if it occurs. He calls these steps by the following designations: Go To The Balcony, Step To Their Side, Reframe, Build Them A Golden Bridge and Use Power To Educate. These simple concepts are extremely useful tools for negotiators and mediators alike. Once again, the Harvard Group, especially William Ury, have produced a book that anyone can gain from and is almost a must for those in dispute resolution and negotiation on a day to day basis. I think that Getting Past No is the best of all the books.Its conciseness is deceptive. For example, I cannot count the number of clients to whom I have explained the concept of BATNA (best alternative to a negotiated agreement, i.e. I have reread this book several times at widely spaced intervals and have found it better than I remembered each time. ![]() It imparts the same essence of mutual-gains negotiation, and additionally includes lessons in good basic strategy for dealing with others negotiation tactics, tricks, and attacks. While Getting to Yes gives you the foundation of principle-centered negotiation, this book focuses on what to do when that principle-centered negotiation breaks down due to the other sides deceitful, confused, or just plain difficult behavior. If this were a sales book, it would be called something like Dealing with Sales Objections, but as a negotiation book, its even more effective: It addresses ways of identifying and dealing with common barriers we all face when trying to strike deals. Getting Past No has the same concise, pithy style as Getting to Yes, which makes the tactics sound a lot simpler than they prove to be when you try to put them into practice. But as an analysis of difficult negotiation and as a general roadmap to the land of Dont get mad, dont get even, get what you want, it really cant be beat.
0 Comments
Leave a Reply. |
Details
AuthorWrite something about yourself. No need to be fancy, just an overview. ArchivesCategories |