Getting Past No: Negotiating Your Way from Confrontation to Cooperation

William L. Ury, Author Bantam Books $20 (0p) ISBN 978-0-553-07274-7
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. (Aug.)
Reviewed on: 07/29/1991
Release date: 08/01/1991
Compact Disc - 978-0-553-75558-9
Paperback - 189 pages - 978-0-553-37131-4
Analog Audio Cassette - 978-0-553-47022-2
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