Getting to Yes: Negotiating Agreement Without Giving In
| Unabridged | |||||||||||
|---|---|---|---|---|---|---|---|---|---|---|---|
|
|||||||||||
| Length: | 6 hours | ||||||||||
| Ratings: | |||||||||||
| Formats: |
|
||||||||||
Suggested Titles
-
Angels & Demons
by Dan Brown
-
How To Win Friends & Influence People
by Dale Carnegie
Overview
Reviews (11)
Author Details
Author Details
Ury, William
William L. Ury co-founded Harvard’s Program on Negotiation where he currently directs the Global Negotiation Project. He is the author of The Power of a Positive No: How to Say No & Still Get to Yes (2007) and co-author (with Roger Fisher) of Getting to Yes: Negotiating Agreement Without Giving In, a five-million-copy bestseller translated into over twenty languages. "No other book in the field comes close to its impact on the way practitioners, teachers, researchers, and the public approach negotiation," comments the National Institute on Dispute Resolution. Ury is also author of the award-winning Getting Past No: Negotiating with Difficult People and Getting To Peace (released in paperback under the title The Third Side.)
Over the last 30 years, Ury has served as a negotiation adviser and mediator in conflicts ranging from corporate mergers to wildcat strikes in a Kentucky coal mine to ethnic wars in the Middle East, the Balkans, and the former Soviet Union. With former president Jimmy Carter, he co- founded the International Negotiation Network, a non-governmental body seeking to end civil wars around the world. During the 1980s, he helped the US and Soviet governments create nuclear crisis centers designed to avert an accidental nuclear war. In that capacity, he served as a consultant to the Crisis Management Center at the White House. Most recently, Ury has served as a third party in helping to end a civil war in Aceh, Indonesia, and helping to prevent one in Venezuela.
Ury has taught negotiation to tens of thousands of corporate executives, labor leaders, diplomats and military officers around the world. He helps organizations try to reach mutually profitable agreements with customers, suppliers, unions, and joint-venture partners.
Ury is also co-founder of the e-Parliament, which offers the 25,000 members of congress and parliament around the world an Internet-based forum in which they can learn from one another other about legislative solutions that work and together tackle global problems such as climate change, energy efficiency, and terrorism. His most recent project is the Abraham Path Initiative, which seeks to address the growing chasm between the world of Islam and the West by creating a permanent path of tourism and pilgrimage in the Middle East that retraces the footsteps of Abraham, the unifying figure of Judaism, Christianity, and Islam.
Ury is the recipient of the Whitney North Seymour Award from the American Arbitration Association and the Distinguished Service Medal from the Russian Parliament. His work has been widely featured in the media from The New York Times to the Financial Times and from ABC to the BBC.
Trained as a social anthropologist, with a B.A. from Yale and a Ph.D. from Harvard, Ury has carried out his research on negotiation not only in the boardroom and at the bargaining table but also among the Bushmen of the Kalahari and the clan warriors of New Guinea.
Patton, Bruce
"Bruce Patton is a founder and director of Vantage Partners. He is also Deputy Director of the Harvard Negotiation Project, which he co-founded with Professor Roger Fisher and William Ury in 1979.
Bruce has extensive experience in corporate, labor-management, and international contexts. His work focuses on relationship management in alliance, outsourcing, and merger contexts; managing internal executive teams or cross-matrix conflict; and on negotiation advice and capacity building. He has worked globally with some of the world's best-known corporations, including Andersen Consulting (now Accenture), Boeing, I.B.M., J.P. Morgan, and Unocal. In addition to his work in the accounting, banking, energy, and legal sectors, Patton has extensive experience in the high-tech, IT, and telecom areas. He has helped launch alliances, save and implement mergers, repair outsourcing relationships, renegotiate supplier relationships, implement restructured supplier management systems, coach executive teams, and build systems to support coordinated, high-quality, company-wide approaches to the management of key negotiations and relationships.
In addition to his work at Vantage Partners, Bruce is a founder and Board member emeritus of the nonprofit Conflict Management Group. From 1985-1999, he was the Thaddeus R. Beal Lecturer on Law at Harvard Law School, where he taught the pioneering Negotiation Workshop and related courses. He continues to teach regularly in Harvard's executive education programs. His work in the public sector includes training the white Cabinet and African National Congress Negotiating Committee in South Africa before the constitutional talks that ended apartheid, mediating at the behest of the U.S. and Iran in the 1980 hostage conflict, working with President Oscar Arias on the Esquipulas II Central American peace agreement, and enabling the Boston Public Schools and the Boston Teachers Union to negotiate several contracts for educational reform.
Mr. Patton is co-author with Roger Fisher and William Ury of Getting to YES: Negotiating Agreement Without Giving In (2nd Ed., Penguin, 1991), which has sold more than 3 million copies and been translated into 23 languages. Most recently he co-authored (with Douglas Stone and Sheila Heen) Difficult Conversations: How to Discuss What Matters Most (Viking/Penguin, 1999), a New York Times Business Bestseller.
Mr. Patton received his A.B. from Harvard College in 1977 and his J.D. from Harvard Law School in 1984."