TY  - BOOK
AU  - Ury,William
TI  - Getting past no: negotiating your way from confrontation to cooperation 
SN  - 0553371312 (pbk.)
AV  - BF637.N4 U79 1993
U1  - 158.5 
PY  - 1993///
CY  - New York
PB  - Bantam Books
KW  - Negotiation
KW  - Negotiating
N1  - Includes bibliographical references; Getting ready : Overview: breaking through barriers to cooperation ; Prologue: prepare, prepare, prepare -- Using the breakthrough strategy : Don't react: Go to the balcony ; Don't argue: Step to their side ; Don't reject: Reframe ; Don't push: Build them a golden bridge ; Don't escalate: Use power to educate -- Turning adversaries into partners -- Appendix : Preparation worksheet
N2  - From the co-author of the two-million copy bestseller "Getting to Yes," a state-of-the-art book on negotiation in the '90s. Featuring an all-new chapter to familiarize readers with the main concepts of "Getting to Yes" and other negotiaion strategies, "Getting Past No" reveals how to turn adversaries into negotiating partners
ER  -