Cannot Say No: Negotiation from Conflict to Cooperation (Second Edition)

Author: Yuri
Publisher:
Publish Date: 2005-09-01
Features: Negotiation skills, highly praised by former U.S. President Jimmy Carter, providing negotiation consulting for the U.S. Treasury Department, State Department, and the Pentagon. The book was honored with the Public Resources Center Book Award for its "excellent content and innovative ideas." "Yuri truly possesses extraordinary abilities. He can grasp the essence of conflict and find simple yet innovative ways to resolve it." — Jimmy Carter, former U.S. President "William Ury is a renowned negotiation expert in difficult situations, and in this sense, the book is truly remarkable." — John Kenneth Galbraith, economist "As the world changes, negotiation is becoming the primary way of decision-making, and this book is precisely a superior work on the subject. The words in this book are truly gems, every word worth its weight in gold." — John Naisbitt and Patricia Aburdene, co-authors of Megatrends 2000 "This book is the best practical handbook for handling difficult negotiations and dealing with stubborn opponents. With this book, no negotiation will feel daunting anymore." — Leonard Lauder, former CEO of Estée Lauder
Negotiation is both a science and an art. It is everywhere and constantly influences our lives. In negotiations, we often encounter stubborn opponents who insist on saying "no." How can we win their cooperation and secure the outcome of the negotiation? The author elaborates on the brilliant theories of negotiation, explains in detail the five steps of breakthrough negotiation, and provides the best ways to overcome rejection. This book is theoretically profound, with insightful case studies, making it a must-read for anyone who wants to win negotiations.
The five steps of breakthrough negotiation:
Avoid habitual reactions: Enter the "cabin" state;
Eliminate unnecessary arguments: Stand on the other side's perspective;
Don’t reject the other side: Rephrase the main points;
Don’t pressure the other side: Leave room for retreat;
Don’t escalate conflicts: Use strength to guide and persuade the other side.