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A Joosr Guide to… Getting Past No by William Ury

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Have you ever been faced with wanting to negotiate a change with someone, but they refuse to even discuss the matter? Or is their idea of negotiation to propose a “take it or leave it” offer, without entering into further discussion? What should you do if your potential fellow negotiator is difficult and obstructive, or simply just mistrustful and suspicious of getting into discussions?

Whatever the underlying cause, Getting Past No is specifically aimed at negotiations where there is difficulty even getting the other person to talk to you, let alone come to a reasonable agreement. It demonstrates how to engage problematic people and get them to the negotiating table, at the very least. Then once you are actually negotiating, it shows how to keep discussions running smoothly and improve your chances of coming to a successful, mutually beneficial agreement.

You will learn:

· How to get the other person to trust you enough to come to the negotiating table, even if they have initially refused

· How to rephrase and reframe your language to give you the best possible chance of getting your way

· Strategies to use when faced with a seemingly non-negotiable “take it or leave it” offer.
Эта книга сейчас недоступна
19 бумажных страниц
Год выхода издания
2016
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Цитаты

  • Søren Holmцитирует5 лет назад
    The final step is to try to get the other person to understand your own standpoint. Ask them for their advice, using questions that guide them toward seeing your point of view. (For example, “If you were in my position, what would you consider doing?” “If you were me, what would you tell your employees?” or “What would you suggest might be the next step?”)
    This advice-seeking can be very flattering, which is another way to convey respect—but more importantly, this tactic takes into account subtle psychological effects, such as the difficulty of imagining yourself in someone else’s shoes at the same time as viewing them as an enemy. This in itself may cause them to change their mind.

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