Getting Past No: Negotiating with Difficult People
Cofounder of a Harvard Law School program on negotiation, Ury presents a five-step agenda to deal successfully with opponents, be they unruly teenagers, labor leaders, terrorists or international politicians. Strategies focus on self-discipline, or tactics for defusing the adversary's attacks, and suggestions for developing options designed to lead to a mutually satisfactory agreement. Defining negotiations as "the art of letting the other person have your way," Ury, coauthor of Getting to Yes , stresses the need to understand the other's character and motivation. With examples--including Iacocca and the Chrysler Corporation vs. Congress--he shows the advantages of curbing reactions and stepping back to restore perspective. The author's imaginative and persuasive reasoning, communicated to the "opponent" reader, serves in itself to validate his theories.Copyright 1991 Reed Business Information, Inc.