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Getting Past No

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Getting Past No

Getting Past No Book
Author : William Ury
Publisher : Bantam
Release : 2007-04-17
ISBN : 0553903640
Language : En, Es, Fr & De

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Book Description :

We all want to get to yes, but what happens when the other person keeps saying no? How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker? In Getting Past No, William Ury of Harvard Law School’s Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You’ll learn how to: • Stay in control under pressure • Defuse anger and hostility • Find out what the other side really wants • Counter dirty tricks • Use power to bring the other side back to the table • Reach agreements that satisfies both sides' needs Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don’t have to get mad or get even. Instead, you can get what you want!

Getting Past No

Getting Past No Book
Author : William Ury
Publisher : Bantam
Release : 1991
ISBN : 0987650XXX
Language : En, Es, Fr & De

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Book Description :

Presents advice on how to negotiate with "difficult" people, showing readers how to stay cool under pressure, disarm an adversary, stand up for themselves without provoking opposition, and more

Summary of William Ury s Getting Past No by Milkyway Media

Summary of William Ury   s Getting Past No by Milkyway Media Book
Author : Milkyway Media
Publisher : Milkyway Media
Release : 2020-01-16
ISBN : 0987650XXX
Language : En, Es, Fr & De

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Book Description :

You can’t always get what you want. But you’ll get what you want most of the time if you’re prepared to make a deal… Purchase this in-depth summary to learn more.

Getting to Yes

Getting to Yes Book
Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Release : 1991
ISBN : 9780395631249
Language : En, Es, Fr & De

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Book Description :

Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement

Getting Past No

Getting Past No Book
Author : Roger Fisher,William Ury
Publisher : Random House
Release : 2014-04-30
ISBN : 1473505712
Language : En, Es, Fr & De

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Book Description :

We all want to get to yes, but what happens when the other person keeps saying no? How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker? In Getting Past No, William Ury of Harvard Law School's Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You'll learn how to: - STAY IN CONTROL UNDER PRESSURE - DEFUSE ANGER AND HOSTILITY - FIND OUT WHAT THE OTHER SIDE REALLY WANTS - COUNTER DIRTY TRICKS - USE POWER TO BRING THE OTHER SIDE BACK TO THE TABLE - REACH AGREEMENTS THAT SATISFY BOTH SIDES' NEEDS Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don't have to get mad or get even. Instead, you can get what you want!

The Power of a Positive No

The Power of a Positive No Book
Author : William Ury
Publisher : Bantam
Release : 2007-02-27
ISBN : 0553903527
Language : En, Es, Fr & De

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Book Description :

No is perhaps the most important and certainly the most powerful word in the language. Every day we find ourselves in situations where we need to say No–to people at work, at home, and in our communities–because No is the word we must use to protect ourselves and to stand up for everything and everyone that matters to us. But as we all know, the wrong No can also destroy what we most value by alienating and angering people. That’s why saying No the right way is crucial. The secret to saying No without destroying relationships lies in the art of the Positive No, a proven technique that anyone can learn. This indispensable book gives you a simple three-step method for saying a Positive No. It will show you how to assert and defend your key interests; how to make your No firm and strong; how to resist the other side’s aggression and manipulation; and how to do all this while still getting to Yes. In the end, the Positive No will help you get not just to any Yes but to the right Yes, the one that truly serves your interests. Based on William Ury’s celebrated Harvard University course for managers and professionals, The Power of a Positive No offers concrete advice and practical examples for saying No in virtually any situation. Whether you need to say No to your customer or your coworker, your employee or your CEO, your child or your spouse, you will find in this book the secret to saying No clearly, respectfully, and effectively. In today’s world of high stress and limitless choices, the pressure to give in and say Yes grows greater every day, producing overload and overwork, expanding e-mail and eroding ethics. Never has No been more needed. A Positive No has the power to profoundly transform our lives by enabling us to say Yes to what counts–our own needs, values, and priorities. Understood this way, No is the new Yes. And the Positive No may be the most valuable life skill you’ll ever learn!

Getting to Yes with Yourself

Getting to Yes with Yourself Book
Author : William Ury
Publisher : HarperOne
Release : 2015-01-20
ISBN : 9780062363381
Language : En, Es, Fr & De

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Book Description :

William Ury, coauthor of the international bestseller Getting to Yes, returns with another groundbreaking book, this time asking: how can we expect to get to yes with others if we haven’t first gotten to yes with ourselves? Renowned negotiation expert William Ury has taught tens of thousands of people from all walks of life—managers, lawyers, factory workers, coal miners, schoolteachers, diplomats, and government officials—how to become better negotiators. Over the years, Ury has discovered that the greatest obstacle to successful agreements and satisfying relationships is not the other side, as difficult as they can be. The biggest obstacle is actually our own selves—our natural tendency to react in ways that do not serve our true interests. But this obstacle can also become our biggest opportunity, Ury argues. If we learn to understand and influence ourselves first, we lay the groundwork for understanding and influencing others. In this prequel to Getting to Yes, Ury offers a seven-step method to help you reach agreement with yourself first, dramatically improving your ability to negotiate with others. Practical and effective, Getting to Yes with Yourself helps readers reach good agreements with others, develop healthy relationships, make their businesses more productive, and live far more satisfying lives.

Objections

Objections Book
Author : Jeb Blount
Publisher : John Wiley & Sons
Release : 2018-06-13
ISBN : 1119477387
Language : En, Es, Fr & De

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Book Description :

There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. Objections don’t care or consider: Who you are What you sell How you sell If you are new to sales or a veteran If your sales cycle is long or short – complex or transactional For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount’s Objections is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what’s really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections. What you won’t find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers’ resistance. Instead, you’ll learn a new psychology for turning-around objections and proven techniques that work with today’s more informed, in control, and skeptical buyers. Inside the pages of Objections, you’ll gain deep insight into: How to get past the natural human fear of NO and become rejection proof The science of resistance and why buyers throw out objections Human influence frameworks that turn you into a master persuader The key to avoiding embarrassing red herrings that derail sales calls How to leverage the “Magical Quarter of a Second” to instantly gain control of your emotions when you get hit with difficult objections Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation How to easily skip past reflex responses on cold calls and when prospecting How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale Rapid Negotiation techniques that deliver better terms and higher prices As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.

Negotiation

Negotiation Book
Author : Anonim
Publisher : Academica
Release : 2009
ISBN : 9788776756369
Language : En, Es, Fr & De

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Book Description :

Download Negotiation book written by , available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

Getting to Yes

Getting to Yes Book
Author : Roger Fisher,William Ury
Publisher : Random House Business
Release : 1991-01-01
ISBN : 9780712653220
Language : En, Es, Fr & De

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Book Description :

Download Getting to Yes book written by Roger Fisher,William Ury, available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

Arbitration and Mediation in International Business

Arbitration and Mediation in International Business Book
Author : Christian Bühring-Uhle,Lars Kirchhoff,Gabriele Scherer
Publisher : Kluwer Law International B.V.
Release : 2006-01-01
ISBN : 9041122567
Language : En, Es, Fr & De

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Book Description :

"Arbitration and mediation in international business was first published in 1996 and was one of the first comprehensive studies on the practice of international business dispute resolution, covering both international commercial arbitration and the so-called ?alternative? techniques such as mediation. The book also provided an empirical analysis of how both arbitration and mediation are conducted in a crossborder context, along with a normative guide to the relative costs and benefits of these two methods. This second edition is not just an updated version of the first edition but a new book in itself: Benefitting from the contributions of two co-authors, the work has been enhanced by discussions of innovative tools for making settlement negotiations more effective, and by the in-depth analysis of practical techniques to integrate mediation and arbitration in international business. Also, a comprehensive new empirical survey was conducted in order to capture new trends in this rapidly developing field. The result is a ?must have? resource for anyone having to deal with potential conflict in international business relationships."--Publisher's website.

Contemporary Issues In Mediation Volume 4

Contemporary Issues In Mediation   Volume 4 Book
Author : Joel Lee,Marcus Tao Shien Lim
Publisher : World Scientific
Release : 2019-07-29
ISBN : 9811209138
Language : En, Es, Fr & De

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Book Description :

What do nudges and choice architecture have to do with encouraging mediation?What should one consider when drafting enforceable mediation clauses?Does negotiating with children hold the secret to becoming better mediators?The signing of the Singapore Convention on 7 August 2019 heralds a new milestone in mediation. Contemporary Issues in Mediation Volume 4 examines the draft Convention of International Settlement Agreements resulting from mediation and provides some answers to guide the drafting of enforceable mediation clauses. Practitioners would be especially interested in the new section 'Mediation Obligations and Ethics', featuring discussions on mediator's neutrality and confidentiality, as well as a mediation advocate's ethical duty of honesty. A traditionally well-received category 'Mediation Skills' is also expanded with new entries, with one essay on crisis negotiation skills and another that examines how learning from children can help mediators better deal with emotions or difficult parties. Socially conscious readers will no doubt enjoy the research and views presented on an increasingly popular topic, how gender roles shape the power balance in family mediation. As the world heads into a new era with mediation given prominence on the global stage, the valuable insights in this edition will undoubtedly equip you with the necessary knowledge to navigate this space.

                    Book
Author : Anonim
Publisher : Unknown
Release : 1994
ISBN : 0987650XXX
Language : En, Es, Fr & De

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Book Description :

Download book written by , available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

The Power of A Positive No

The Power of A Positive No Book
Author : William Ury
Publisher : Hachette UK
Release : 2012-02-16
ISBN : 1444719920
Language : En, Es, Fr & De

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Book Description :

The most powerful word in the language is one that most people find difficult to say. Yet when we know how to use it correctly, it has the power to profoundly transform our lives. That word is 'No'. In Getting to Yes, William Ury helped millions of people across the world discover how to transform their working and personal relationships by saying Yes. In this wise and insightful 'prequel' to the international bestseller, Ury asserts that, although you may be able to say Yes, you cannot get to the right Yes until you know how to say No. Most of us are reluctant to say No when we fear the word could spoil relationships with bosses; lose the deal with clients or upset family members. This indispensable book will help readers know whether and how to say No and provides a simple, proven five-step solution and tried and tested techniques to tackle this everyday dilemma.

Crisis Negotiations

Crisis Negotiations Book
Author : Michael J. McMains,Wayman C. Mullins
Publisher : Routledge
Release : 2010-05-26
ISBN : 1437755062
Language : En, Es, Fr & De

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Book Description :

Leading authorities on negotiations present the result of years of research, application, testing and experimentation, and practical experience. Principles and applications from numerous disciplines are combined to create a conceptual framework for the hostage negotiator. Ideas and concepts are explained so that the practicing negotiator can apply the principles outlined. McMains and Mullins are leading authorities on crisis negotiations. Learning objectives, discussion questions, and real-life negotiation situations expand on the text.

The Architect s Handbook of Professional Practice

The Architect s Handbook of Professional Practice Book
Author : Joseph A. Demkin,American Institute of Architects
Publisher : John Wiley & Sons
Release : 2008-03-24
ISBN : 0470009578
Language : En, Es, Fr & De

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Book Description :

"This updated resource covers all aspects of architectural practice, featuring: new material of sustainable design, managing multiple offices, lifelong learning, mentoring, and team building; revised content on programming, project management, construction contract administration, risk management, and ethics; and coverage of small firm considerations as well as emerging issues such as integrated practice and integrated project delivery."--Jacket.

Gaining Ground in Difficult Negotiations

Gaining Ground in Difficult Negotiations Book
Author : Manon Schonewille,Felix Merks
Publisher : Maklu
Release : 2010
ISBN : 9046604039
Language : En, Es, Fr & De

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Book Description :

Experienced managers and lawyers know the value of being proficient in negotiations, which are executed every day on nearly everything. Most negotiators are continually faced with diverse and complicated situations, so it is important to have a set of tools for handling challenging situations, as well as for dealing with people who may be difficult to interact with. In practice, there is a common tendency to respond to difficult situations or people with a 'fight or flight' response. Many business negotiations and settlement agreements risk ending with suboptimal outcomes. This book has been compiled to accompany the training of Bruce Patton, one of the world's most prominent scientists and experts on negotiation. It contains the key tools that are necessary to deal with difficult people and tense situations. These crucial insights and skills will enable the reader to change negotiation behavior from 'instinctive' to 'strategic and in control.' The book also includes convenient summaries, practical checklists, worksheets, as well as interviews with influential negotiation scholars, in order to capture the key concepts.

Getting Past Guilt

Getting Past Guilt Book
Author : Joe Beam
Publisher : Simon and Schuster
Release : 2010-06-15
ISBN : 1451605021
Language : En, Es, Fr & De

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Book Description :

Forgiveness: The word itself fills our hearts with peace and hope; yet, countless Christians are plagued by haunting feelings of inadequacy and guilt. While their heads tell them they are forgiven, their hearts cry out that they are guilty. This updated version of the previously published Forgiven Forever gets right to the heart of the questions that steal the joy God intends for our lives: Where does guilt come from? Why can't I stop feeling guilty? Why can't I believe God will forgive me?

Sound Patterns in Interaction

Sound Patterns in Interaction Book
Author : Elizabeth Couper-Kuhlen,Cecilia E. Ford
Publisher : John Benjamins Publishing
Release : 2004
ISBN : 9789027229731
Language : En, Es, Fr & De

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Book Description :

This collection of original papers by eminent phoneticians, linguists and sociologists offers the most recent findings on phonetic design in interactional discourse available in an edited collection. The chapters examine the organization of phonetic detail in relation to social actions in talk-in-interaction based on data drawn from diverse languages: Japanese, English, Finnish, and German, as well as from diverse speakers: children, fluent adults and adults with language loss. Because similar methodology is deployed for the investigation of similar conversational tasks in different languages, the collection paves the way towards a cross-linguistic phonology for conversation. The studies reported in the volume make it clear that language-specific constraints are at work in determining exactly which phonetic and prosodic resources are deployed for a given purpose and how they articulate with grammar in different cultures and speech communities.

Getting Past No

Getting Past No Book
Author : Anonim
Publisher : Unknown
Release : 2007
ISBN : 0987650XXX
Language : En, Es, Fr & De

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Book Description :

An individual-difference perspective on gender in negotiation suggests that men will persist more than women and that gender differences in persistence will be greatest in mixed-gender dyads. Alternatively, a gender-in-context perspective suggests women will vary their persistence behavior more than men and become more rather than less persistent with men out of resistance to male dominance in negotiation. Three studies show that, while men report being more persistent than women in negotiation, women vary the degree and quality of their persistence more than men. Specifically, women become more persistent with male than female negotiation counterparts. Supporting the proposition that women persist more with men than women out of resistance to stereotypical male dominance in negotiation, we find women rely on low-power forms of influence (more indirect than direct) when persisting with men but not women.