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Getting Past No: Negotiating in Difficult Situations (Anglais) CD – Version coupée, Livre audio


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Détails sur le produit

  • CD
  • Editeur : Random House Audio; Édition : Abridged (2 janvier 2002)
  • Langue : Anglais
  • ISBN-10: 0553755587
  • ISBN-13: 978-0553755589
  • Dimensions du produit: 15,5 x 14,3 x 1 cm
  • Moyenne des commentaires client : 5.0 étoiles sur 5  Voir tous les commentaires (1 commentaire client)
  • Classement des meilleures ventes d'Amazon: 188.120 en Livres anglais et étrangers (Voir les 100 premiers en Livres anglais et étrangers)
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1 internautes sur 1 ont trouvé ce commentaire utile  Par Michelangelo on 3 mars 2012
Format: Broché
C'est la suite logique au "Getting to YES" du même URI du Havard Negotiation Group, décrivant le concept de "principled negotiation" cher à ses auteurs dans le cadre difficile d'une négociation qui part mal avec une brute épaisse ou un client soucieux de passer en force. Tellement plus efficace que les combats jusqu'à la mort sur des positions dans lesquels nous tombons tout le temps. C'est de l'anglais, c'est aussi et surtout la référence du genre.
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Amazon.com: 11 commentaires
5 internautes sur 5 ont trouvé ce commentaire utile 
Worth a Try 1 mars 2012
Par G. Charles Steiner - Publié sur Amazon.com
Format: Broché
This book has some staying power and some very useful techniques. It is definitely not all about sleaze or sleazy negotiation techniques. It's largely humanistic in its orientation. It is not about power. Of the several suggestions or tips offered, the following are some that this reader felt comfortable using:

(1) Don't react. Go to the balcony instead.

(2) Name the games. Stonewall game, attack game, trick game.

(3) Pause and say nothing.

(4) Rewind the tape and back up.

(5) Listen actively.

(6) Paraphrase and ask for corrections.

(7) Acknowledge your opponent's feelings.

(8) Tune into your opponent's wavelength.

(9) Don't say "Yes, but . . . " Say, "Yes, AND . . . ."

(10) Make "I" statements and don't blame. (See John Lee's recently published (2012) "The Half-Lived Life" for a deeper exploration of this self-same suggestion.

(11) Stand up for yourself.

(12) Acknowledge your differences with optimism.

(13) Change the game. Change the frame. Ask why or why not, or what if. Ask your opponent for advice.

(14) Go around the stone wall, reinterpret the stone wall as an aspiration.

(15) Reframe an attack on you as an attack on the problem instead.

(16) Reframe a personal attack as friendly.

(17) Negotiate about the rules of the game.

(18) Satisfy unmet interests. Don't dismiss your opponent as irrational.

(19) Don't assume a fixed pie.

(20) Ask reality-testing questions: What do you think will happen (in reality) if we don't agree? What do you think will happen if we do?
5 internautes sur 5 ont trouvé ce commentaire utile 
Its not tips.. its a technique that has to be worked out 13 juin 2006
Par Humberto Mejia - Publié sur Amazon.com
Format: CD
My profile: 42 yo, sales engineer.

I find this audiobook a constant refernce in my travel pack. As a sales engineer on the road I keep resorting to the techniques of this book to find the break-through awakening in the negotiation process.

This approach is not ivory-towered inspirired, its based on very concrete situations and it calls for leaderhip qualities that are assumed by default since you are your own worst enemy.

I find this audiobook more complete than getting to yes and a complement to it. negotiation is not a subject just to be left to one tool or aproach, I encourage anyone inetrested in the theme to spice-it-up with other tip observing book such as Herb Cohen's.

Be prepared to study and use a powerful technique.
2 internautes sur 2 ont trouvé ce commentaire utile 
Negotiating with difficult people.....5 straightforward steps 17 mai 2011
Par Caufrier Frederic - Publié sur Amazon.com
Format: Broché
William Ury wrote here an excellent sequel on the bestseller "Getting to Yes" and expands hereby the negotiation tools set to be more equipped towards dealing with the difficult person in a negotiaton (or situation).

The book follows 5 steps. It covers basic communication styles to diffuse the situation and elements to boost your BATNA (your best alternative) overall. The content list of his book gives already some ideas of this approach. The book covers these 5 steps in a schematic way, by being brief and very much to the point. Compact written and easy to assimilate.

William Ury does also give the course "Dealing with Difficult People and Difficult Situations" at the Program on Negotiation (PON) at Harvard Law School. This course follows also these 5 steps as illustrated here in this book. He is certainly a highly experienced and empathic speaker. He is a great person to come across and therefore I am not surprised he wrote a excellent book like this.

I certainly highly recommend his book, his negotiation course, as well as William Ury as public speaker/trainer.

Content:
Overview: Negotiating with difficult people

Step 1: Go to the balcony (Don't react)
- Keep your eyes on the prize
o Identify your interests
o Identify your BATNA
o Decide if your should negotiate
o Stay focused on your goal
- Name the game
- Buy time to think
o Pause and say nothing
o Rewind the tape
o Take a time-out
o Don't make important decisions on the spot

Step 2: Step to their side (Disarm them)
- Listen actively
o Give your opponent a hearing
o Paraphrase and ask for corrections
- Acknowledge the point & the person
o Acknowledge your opponent's feelings
o Offer an apology
- Agree wherever you can
o Agree without conceding
o Accumulate Yeses
o Tune in to your opponent's wavelength
- Acknowledge the person
o Acknowledge his authority and competence
- Express your views without provoking
o Don't say BUT, say YES...AND
o Make I statements, not you-statements
o Step up for yourself
o Acknowledge your differences with optimism

Step 3: Don't reject....reframe (Change the game)
Step 4: Build them a golden bridge (Make it easy to say YES)
Step 5: Educate, don't escalate (Make it easy to say NO)
Conclusion: Turning adversaries into partners
Analytical table of contents
2 internautes sur 2 ont trouvé ce commentaire utile 
geeting past no 22 juin 2009
Par Arthur B. Aten - Publié sur Amazon.com
Format: CD
Shorter than i thought it would be but has great information. to get the most you need to also read getting to yes first.
Basic 25 mai 2014
Par john - Publié sur Amazon.com
Format: CD Achat vérifié
For an intro to negotiation, this book is great. Don't expect to listen once and be a pro, but it's a good start.
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