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

by Ury, William.
Material type: materialTypeLabelBookPublisher: New York : Bantam Books, 1993Edition: Rev. ed.Description: xv, 189 p. : ill. ; 21 cm.ISBN: 0553371312 (pbk.); 9780553371314 (pbk.).Subject(s): Negotiation | Negotiating
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.
Item type Location Call number Status Date due Barcode Item holds
Book Book
Lee Yan Fong Library

Lee Yan Fong Library

Library Collection 		BF637 N4 U79 1993 c.2 (Browse shelf) Available 00023158
Book Book
Lee Yan Fong Library

Lee Yan Fong Library

Library Collection 		BF637 N4 U79 1993 (Browse shelf) Available 00008212
Total holds: 0

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.

Hong Kong Nang Yan College of Higher Education
Lee Yan Fong Library
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