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“Written in the same remarkable vein as Getting to Yes, this book is a masterpiece.” —Dr. Steven R. Covey, author of The 7 Habits of Highly Effective People • Winner of the Outstanding Book Award for Excellence in Conflict Resolution from the International Institute for Conflict Prevention and Resolution • In Getting to Yes, renowned educator and negotiator Roger Fisher presented a universally applicable method for effectively negotiating personal and professional disputes. Building on his work as director of the Harvard Negotiation Project, Fisher now teams with Harvard psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation and author of Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts. In Beyond Reason, Fisher and Shapiro show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain. Excerpt from Getting Past No: Negotiating in Difficult Situations by William Ury. Offers advice on how to negotiate with difficult people, showing readers how to stay cool under pressure, disarm an adversary, and stand up for themselves without provoking opposition.
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Getting Past No.
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Getting past no by William Ury. Publication date 1991 Topics Negotiation. Publisher Century Business Collection inlibrary; printdisabled; internetarchivebooks; china Digitizing sponsor Internet Archive Contributor Internet Archive Language English. Access-restricted-item true Addeddate 2011-12-15 19:15:15 Boxid IA175101 Camera Canon EOS 5D Mark II City Sydney Donor.
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5. Use Power to Educate. If the other side still resists and thinks they can win without negotiating, you need to educate them to the contrary. You need to make it hard for them to say no. You could use threats and force, but these often backfire; if you push them into a corner, they will likely lash out, throwing even more resources into the fight against you. Instead, educate them about the costs of not agreeing. Ask reality-testing questions, warn rather than threaten, and demonstrate your BATNA. Use it only if necessary, and minimize their resistance by exercising restraint and reassuring them that your goal is mutual satisfaction, not victory. Make sure they know the golden bridge is always open. Don’t escalate: Use power to educate. In Getting Past No, Ury presents a five-step strategy for negotiating with an uncooperative, intransigent opponent. There are usually reasons behind a person’s uncooperative behavior. People may behave badly in negotiations out of anger or fear, because they don’t know any more effective way to behave, because they don’t see any benefit from negotiating, or because they see asserting their own power as the only alternative to being dominated. Intransigent behaviors are likely to provoke an angry response, and so the effective negotiator faces the additional challenge of controlling their own reactions. You are using an outdated browser. Upgrade your browser today or install Google Chrome Frame to better experience this site.
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Download Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No [PDF] Download Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No Ebook | READ ONLINE… [F.R.E.E] [D.O.W.N.L.O.A.D] [R.E.A.D],Free [epub]$$,Free Book,READ PDF EBOOK,(PDF) Read Online,(Ebook pdf) Click to View FlipBook.
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Share your Thoughts for Getting Past Your Past: Take Control of Your Life with Self-Help Techniques from EMDR Therapy. There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. Objections don’t care or consider: Who you are What you sell How you sell If you are new to sales or a veteran If your sales cycle is long or short – complex or transactional For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount’s Objections is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what’s really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO – even with the most challenging objections. What you won’t find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers’ resistance. Instead, you’ll learn a new psychology for turning-around objections and proven techniques that work with today’s more informed, in control, and skeptical buyers. Inside the pages of Objections, you’ll gain deep insight into: How to get past the natural human fear of NO and become rejection proof The science of resistance and why buyers throw out objections Human influence frameworks that turn you into a master persuader The key to avoiding embarrassing red herrings that derail sales calls How to leverage the “Magical Quarter of a Second” to instantly gain control of your emotions when you get hit with difficult objections Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation How to easily skip past reflex responses on cold calls and when prospecting How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale Rapid Negotiation techniques that deliver better terms and higher prices As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar. Donations are not now providing the minimal funding needed to maintain and develop BI. We need your financial support.
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Download Getting Past No Book PDF Download full Getting Past No books PDF, EPUB, Tuebl, Textbook, Mobi or read online Getting Past No anytime and anywhere on any device. Get free access to the library by create an account, fast download and ads free. We cannot guarantee that every book is in the library. Getting Past No Author William Ury.
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Free access to premium services like Tuneln, Mubi and more. An look at to the fundamental building blocks of the peace and conflict field covering both “tractable” and intractable conflict. Step four, Ury says, is to ‘build them a golden bridge’ to draw them from their position to an agreement. Make it easy for them to say yes by removing common obstacles to agreement. Opponents may resist ideas that are not their own. Avoid the temptation to tell other side what the solution is. Instead, ask them for their ideas and constructive criticisms. Offer them choices. An opponent’s resistance may indicate that she still has unmet interests. Try to understand the other side’s logic and perspective, and do not overlook intangible interests such as needs for recognition, identity or security. Many people will reject an agreement rather than lose face. Find ways for opponents to agree without appearing to compromise their principles or sacrifice their dignity. One way is to seek third-party recommendations. Ury notes that ‘a proposal that is unacceptable coming from you may be acceptable if it comes from a third-party.'(p. 102) Give the other side credit for finding a solution. Suggest ways of present the agreement to constituents in the most favorable light. Finally, people may resist an agreement if it is too much change, coming too fast. Break the agreement into a progression of smaller agreements. If they resist, reassure them that no commitment is final until all are. Do not rush the final agreement. Allow the opponent to ‘go to the balcony’ before making their decision.
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Magazine: Download Free Getting Past No: Negotiating in Difficult Situations: Negotiating in Diffcult Situations by William Ury READ ONLINE. Our inability to constructively handle intractable conflict is the most serious, and the most neglected, problem facing humanity. Solving today’s tough problems depends upon finding better ways of dealing with these conflicts. More.
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From: “Getting past no” William Ury Published in 1991 by Business Books Ltd ISBN 0-7126-5096-5 Summarised by Andrew Gibbons Download free from: P 7 “To get past ‘no’ you need to understand what lies behind the ‘no’ “. P 8 “Five challenges: 1. Don’t react. 2. Disarm your opponent. 3. Change the game. 4. Make it easy to say.
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3. Reframe. The next challenge is to change the game. When the other side takes a hard-line position, you may be tempted to reject it, but this usually only leads them to dig in further. Instead direct their attention to the challenge of meeting each side’s interests. Take whatever they say and reframe it as an attempt to deal with the problem. Ask problem-solving questions, such as “Why is it that you want that?” or “What would you do if you were in my shoes?” or “What if we were to…?” Rather than trying to teach the other side yourself, let the problem be their teacher. Reframe their tactics, too, by going around their stone walls, deflecting their attacks, and exposing their tricks. Don’t reject: Reframe. 2. Step to Their Side. Before you can negotiate, you need to create a favorable climate. You need to defuse the anger, fear, hostility, and suspicion on the other side. They expect you to attack or to resist. So do the opposite. Listen to them, acknowledge their points, and agree with them wherever you can. Acknowledge their authority and competence too. Don’t argue: Step to their side.
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Links to thought-provoking articles exploring the larger, societal dimension of intractability.
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Getting Past Denial Denial is the first stage of the grief process when you are dealing with any type of loss. Getting past denial is necessary in order to move into anger, bargaining,… promised you that the truth will set you free. Dealing with denial is the only way you can live in truth. You can get past your denial by doing the following.
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Practical things we can all do to limit the destructive conflicts threatening our future.
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Download full Getting Past No books PDF, EPUB, Tuebl, Textbook, Mobi or read online Getting Past No anytime and anywhere on any device. Get free access to the library by create an account, fast download and ads free. We cannot guarantee that every book is in the library. Pdf [download]^^ Getting Past No: Negotiating in Difficult Situations Full PDFGetting Past No: Negotiating in DifficultSituationsDownload and Read online, DOWNLOAD EBOOK,[PDF EBOOK EPUB],Ebooksdownload, Read EBook/EPUB/KINDLE,Download Book Format PDF.Read with Our Free App Audiobook Free with your Audible trial,Read book FormatPDF EBook,Ebooks Download PDF KINDLE, Download [PDF] and Readonline,Read book Format PDF EBook, Download [PDF] and Read Online. Magazine: Pdf [download]^^ Getting Past No Negotiating in Difficult Situations Full PDF.
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Summary of "Getting Past No: Negotiating With Difficult People".
Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.
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Getting Past No: Negotiating in Difficult Situations (1991, revised edition 1993) Windows of Opportunity: From Cold War to Peaceful Competition in U.S.-Soviet Relations (edited with Graham T. Allison and Bruce J. Allyn, 1989) Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict.
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Summary Download and Read Online Ebook PDF Epub Mobi For Free. Disclaimer: All opinions expressed are those of the authors and do not necessarily reflect those of Beyond Intractability or the Conflict Information Consortium.
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