Getting Past No: Negotiating Your Way from Confrontation to Cooperation
Total CE Credit Hours: 6
Course Info URL: http://www.ce-credit.com/courses/100975
This course will soon be terminated. It expires in 15 days.
To complete this course for credit, your exam must be successfully completed by Jun 30, 2019.
About the Course:
Co-founder of a Harvard Law School program on negotiation, Ury presents a five-step agenda to deal successfully with opponents, be they unruly teenagers, labor leaders, terrorists or international politicians. Strategies focus on self-discipline, or tactics for defusing the adversary’s attacks, and suggestions for developing options designed to lead to a mutually satisfactory agreement. Defining negotiations as “the art of letting the other person have your way,’‘ Ury, coauthor of Getting to Yes, stresses the need to understand the other’s character and motivation. With examples—including Lee Iacocca and the Chrysler Corporation vs. Congress—he shows the advantages of curbing reactions and stepping back to restore perspective. The author’s imaginative and persuasive reasoning, communicated to the “opponent” reader, serves in itself to validate his theories.
Bantam Trade Paperback edition / February 1993
This course is recommended for anyone who wants to learn to negotiate more effectively, including with more powerful, more aggressive, or downright unpleasant opponents. It is appropriate for all levels of participants’ knowledge, from beginner to expert.
List and define five barriers to cooperative negotiation.
List and describe the five steps of Ury’s “breakthrough srategy” for overcoming each of the five barriers to cooperation.
Explain the difference between interests and positions.
Define BATNA, and explain its importance to negotiation.
Apply the five steps of the “breakthrough strategy” to difficult negotiations.
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