GETTING PAST NO Negotiating With Difficult People

The five steps to getting past no are managing your own emotions, connecting with your opponent's positions, re-framing the conflict to embrace broader principles and options, making it easy to move toward agreement, and making it difficult not to. Though written 12 years ago, these core ideas sound fresh and alive in this recording. It all adds up to a very effective audio lesson on negotiating. The author is an excellent teacher, and his examples and tone are perfect for the material. He convinces the listener that negotiating involves understandable challenges and skills that can be mastered with just a little effort and practice. A pleasure to hear and a great example of how a skillful abridgment can communicate ideas without losing meaning. T.W.
(c) AudioFile 2004, Portland, Maine [Published: FEB/ MAR 04]