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

Author: (USA) William Ury
Publisher:
Publish Date: 2005-09-01
Features: Negotiation skills, highly praised by former U.S. President Jimmy Carter, and has provided negotiation consulting for the U.S. Treasury Department, State Department, and the Pentagon. This book has been honored with the Public Resources Center Book Award for its "excellent content and innovative ideas." "Ury 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, this book is naturally breathtaking." — John Kenneth Galbraith, economist "As the world changes, negotiation is becoming the primary way of decision-making, and this book is precisely an outstanding work on this topic. The words in this book are truly gems, every word valuable." — John Naisbitt and Patricia Aburdene, co-authors of Megatrends 2000 "This book is the best practical manual for handling difficult negotiations and dealing with tricky opponents. With this book, all negotiations cease to feel daunting." — Leonard Lauder, former President of Estée Lauder Companies
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 succeed in negotiations? The author elaborates on the insightful theories of negotiation, details the five steps of breakthrough negotiation, and provides the best ways to overcome rejection. This book is theoretically profound and case-rich, 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: Utilize strength to guide and persuade the other side.