Lee Yan Fong Library

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Ury, William.

Getting past no : negotiating your way from confrontation to cooperation / William Ury. - Rev. ed. - New York : Bantam Books, 1993. - xv, 189 p. : ill. ; 21 cm.

Includes bibliographical references.

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.

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.

ISBN: 0553371312 (pbk.) 9780553371314 (pbk.)

LCCN: 94207934

Subjects--Topical Terms:
Negotiation.
Negotiating.

LC Class. No.: BF637 N4 / U79 1993

Dewey Class. No.: 158.5 / Ur9g, 1993

National Library of Medicine Call No.: BF 637 N4 U83 1993