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Getting past no : negotiating your way from confrontation to cooperation

By: Material type: TextTextPublication details: New York : Bantam Books, 1993.Edition: Rev. edDescription: xv, 189 p. : ill. ; 21 cmISBN:
  • 0553072749
Subject(s): LOC classification:
  • BF637.N4 URY
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.
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Holdings
Item type Current library Collection Call number Status Date due Barcode Item holds
Books Books JST Library General Stacks BF<br>Psychology BF 637.N4 URY (Browse shelf(Opens below)) Available 97508
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.

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