Renowned negotiation expert William Ury has taught tens of thousands of people from all walks of life—managers, lawyers, factory workers, coal miners, schoolteachers, diplomats, and government officials—how to become better negotiators. Over the years, Ury has discovered that the greatest obstacle to successful agreements and satisfying relationships is not the other side, as difficult as they can be. The biggest obstacle is actually our own selves—our natural tendency to react in ways that do not serve our true interests.
But this obstacle can also become our biggest opportunity, Ury argues. If we learn to understand and influence ourselves first, we lay the groundwork for understanding and influencing others. In this prequel to Getting to Yes, Ury offers a seven-step method to help you reach agreement with yourself first, dramatically improving your ability to negotiate with others.
Practical and effective, Getting to Yes with Yourself helps readers reach good agreements with others, develop healthy relationships, make their businesses more productive, and live far more satisfying lives.
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About the Author
Table of Contents
Introduction: The First Negotiation 1
1 Put Yourself in Your Shoes: From Self-Judgment to Self-Understanding 15
2 Develop Your Inner BATNA: From Blame to Self-Responsibility 41
3 Reframe Your Picture: From Unfriendly to Friendly 65
4 Stay in the Zone: From Resistance to Acceptance 89
5 Respect Them Even If: From Exclusion to Inclusion 115
6 Give and Receive: From Win-Lose to Win-Win-Win 143
Conclusion: The Three Wins 169
About the Author 191