Research Catalog

Getting past no : negotiating your way from confrontation to cooperation / William Ury.

Title: Getting past no : negotiating your way from confrontation to cooperation / William Ury.
Author: Ury, William
Publication: New York : Bantam Books, 1993.

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Status	Format	Access	Call Number	Item Location
Request for On-site Use Request Scan How do I pick up this item and when will it be ready?	Text	Request in advance	BF637.N4 U79 1993x	Off-site
Request for On-site Use Request Scan How do I pick up this item and when will it be ready?	Text	Request in advance	BF637.N4 U79 1993x	Off-site
Request for On-site Use Request Scan How do I pick up this item and when will it be ready?	Text	Request in advance	BF637.N4 U79 1993x	Off-site

Holdings

Details

Description

xv, 189 pages : illustrations; 21 cm

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 negotiation strategies, "Getting Past No" reveals how to turn adversaries into negotiating partners.

Alternative Title

Negotiating your way from confrontation to cooperation

Subject

Bibliography (note)

Includes bibliographical references.

Processing Action (note)

committed to retain

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.

ISBN

0553371312
9780553371314

LCCN

94207934

OCLC

27263344
SCSB-9879721

Owning Institutions

Harvard Library