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Essay / Research Paper Abstract
This 4-page paper reviews William Ury's book "Getting Past No," and also discusses a situation in which the author's five steps of negotiation might be used.
Page Count:
4 pages (~225 words per page)
File: D0_MTgetpno.rtf
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Unformatted sample text from the term paper:
customer or a deceitful co-worker," all of whom can put up blocks and challenges to event the most optimistic person. This is done, according to the author, in five steps
(or five "donts," if you will): Dont react, dont argue, dont reject, dont push and dont escalate. These five steps are bookended by two additional chapters, one dealing with how
to get ready to negotiate, and the other dealing with what to do to close the deal (or as Ury dubs it, "turning adversaries into partners"). The book, in and
of itself, is less of a self-enhancement tool, as much as its an "art of negotiation" type of treatise, but broken down into simpler language so the common man (and
woman) can understand it. For example, in the first step, dont argue, the author points out that trying to convince an unreceptive person to listen to your side of the
issue is futile, and can cause problems in the long run -- if you try, he points out, "your words will fall on deaf ears or be misconstrued. You are
up against the barrier of emotion" (53). Part of the problem, he points out, may not necessarily be you -- but the other persons mind (which he compares to a
"cluttered attic, full of old resentments and angers, gripes and stories" on page 59). In this regard, the steps involved mean defusing fear and anger -- namely by acknowledging them.
Even saying something like, "I thoroughly understand your situation" can defuse a hostile encounter. He also points out that reacting can determine how someone will come to a negotiation, pointing
out that humans tend to react without thinking. The best way to react is to "Go to the Balcony," as the author puts it -- in other words, not to
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