LEARN THE SECRET TO

SUCCESSFUL NEGOTIATION

One of the key business texts of the modern era, Getting to Yes has helped millions of people learn a better way to negotiate. Based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution, it offers listeners a straightforward, universally applicable method for negotiating personal and professional disputes—at home, in business, and with the people in any situation. Listen to Getting to Yes to learn, step by step, how to:

DISENTANGLE THE PEOPLE FROM THE PROBLEM

FOCUS ON INTERESTS, NOT POSITIONS

WORK TOGETHER TO FIND CREATIVE AND FAIR OPTIONS

NEGOTIATE SUCCESSFULLY WITH ANYBODY AT ANY LEVEL

'THIS IS BY FAR THE BEST THING I'VE EVER READ ABOUT NEGOTIATION.'

–JOHN KENNETH GALBRAIT

'THE AUTHORS HAVE PACKED A LOT OF COMMONSENSICAL OBSERVATION

AND ADVICE INTO A CONCISE, CLEARLY WRITTEN LITTLE BOOK.'

–BUSINESSWEEK

'A COHERENT BRIEF FOR 'WIN-WIN' NEGOTIATIONS.'

–NEWSWEEK

'Since it was first published in 1981 Getting to Yes has become a central book in the Business Canon: the key text on the psychology of negotiation. Its message of 'principled negotiations'--finding acceptable compromise by determining which needs are fixed and which are flexible for negotiating parties--has influenced generations of businesspeople, lawyers, educators and anyone who has sought to achieve a win-win situation in arriving at an agreement. It has sold over 8 million copies worldwide in 30 languages, and since it was first published by Penguin in 1991 (a reissue of the original addition with Bruce Patton as additional coauthor) has sold over 2.5 million copies--which places it as the #10 bestselling title overall in Penguin Books, and #3 bestselling nonfiction title overall. We have recently relicensed the rights to Getting to Yes, and will be doing a new revised edition--a 30th anniversary of the original publication and 20th of the Penguin edition. The authors will be bringing the book up to date with new material and a assessment of the legacy and achievement of Getting to Yes after three decades'--

The Ultimate Egoist, the first volume of The Complete Stories of Theodore Sturgeon, contains the late author's earliest work, written from 1937 to 1940. Although Sturgeon's reach was limited to the lengths of the short story and novelette, his influence was strongly felt by even the most original science fiction stylists, including Ray Bradbury, Arthur C. Clarke, and Gene Wolfe, all contributors of laudatory forewords. The more than forty stories here showcase Sturgeon's masterful knack with clever, O. Henry-ish plot twists, sparkling character development, and archetypal “why didn't I think of that?” story ideas. Early Sturgeon masterpieces include “It,” about the violence done by a creature spontaneously born from garbage and mud, and “Helix the Cat,” about an inventor's bizarre encounter with a disembodied soul and the cat that saves it. Sturgeon's unique genius is timelessly entertaining.

As an agent with the Bureau of Alcohol, Tobacco and Firearms, William Queen must tackle a number of challenging cases. In the winter of 1985, he faces his toughest mission to date: He must apprehend Mark Stephens, a notorious narcotics trafficker who has been terrorizing the communities around Los Angeles with frequent rampages involving machine guns and hand grenades. A recluse living in the treacherous backwoods outside the city, Stephens is a wily survivalist. Nobody has been able to catch him, but Queen is determined to take him down. Queen's unique expertise is not taught in any police academy or ATF training seminar–he honed his outdoorsman abilities as a kid. He is adept at hunting and trapping and living for weeks in the wild. Queen will use these skills–along with surveillance, confidential informants, and intelligence gathering–as he doggedly tracks his dangerous quarry, a chase that culminates in a gripping showdown high in the San Bernardino Mountains.

'No' è forse la parola più importante ed efficace in ogni lingua. 'No' è la parola che si deve usare per proteggere se stessi e per salvaguardare tutto ciò che è importante per sè. Ogni giorno ci si trova di fronte alla necessità di dire no: nel lavoro, a casa, nella comunità in cui si vive. Ma, come tutti sanno, un 'no' sbagliato può incrinare i rapporti con le persone a cui si tiene o a cui si è legati e può pregiudicare situazioni favorevoli. Con questo libro William Ury, che da trent'anni opera come mediatore in ambito aziendale e politico, spiega come si può dire di no senza pagarne le conseguenze, anzi tutelando e migliorando, persino, le proprie relazioni, professionali e personali. Il segreto sta appunto nel no positivo: 'un 'No' che incomincia con Sì e finisce con Sì'. Grazie al 'no positivo' è possibile imparare a percepire con maggior chiarezza i propri bisogni e obiettivi; a rispettare gli interessi della controparte, tutelando anche i propri; a respingere ogni attacco e tentativo di manipolazione; a ridurre stress e ansia; a sviluppare relazioni migliori col datore di lavoro, i collaboratori, i famigliari e gli amici. Il 'no positivo' può facilitare la vita sotto ogni aspetto.

No is perhaps the most important and certainly the most powerful word in the language. Every day we find ourselves in situations where we need to say No–to people at work, at home, and in our communities–because No is the word we must use to protect ourselves and to stand up for everything and everyone that matters to us.

But as we all know, the wrong No can also destroy what we most value by alienating and angering people. That’s why saying No the right way is crucial. The secret to saying No without destroying relationships lies in the art of the Positive No, a proven technique that anyone can learn.

This indispensable book gives you a simple three-step method for saying a Positive No. It will show you how to assert and defend your key interests; how to make your No firm and strong; how to resist the other side’s aggression and manipulation; and how to do all this while still getting to Yes. In the end, the Positive No will help you get not just to any Yes but to the right Yes, the one that truly serves your interests.

Based on William Ury’s celebrated Harvard University course for managers and professionals, The Power of a Positive No offers concrete advice and practical examples for saying No in virtually any situation. Whether you need to say No to your customer or your coworker, your employee or your CEO, your child or your spouse, you will find in this book the secret to saying No clearly, respectfully, and effectively.

In today’s world of high stress and limitless choices, the pressure to give in and say Yes grows greater every day, producing overload and overwork, expanding e-mail and eroding ethics. Never has No been more needed. A Positive No has the power to profoundly transform our lives by enabling us to say Yes to what counts–our own needs, values, and priorities.

Understood this way, No is the new Yes. And the Positive No may be the most valuable life skill you’ll ever learn!


From the Hardcover edition.

No is perhaps the most important and certainly the most powerful word in the language. Every day we find ourselves in situations where we need to say No. But as we all know, the wrong No can also destroy what we most value by alienating and angering people. That’s why saying No the right way is crucial. The secret to saying No without destroying relationships lies in the art of the Positive No, a proven technique that anyone can learn.
The Power of a Positive No offers concrete advice and practical examples for saying No in virtually any situation. A Positive No has the power to profoundly transform our lives by enabling us to say Yes to what counts–our own needs, values, and priorities. Understood this way, No is the new Yes. And the Positive No may be the most valuable life skill you’ll ever learn!

No è forse la parola più importante ed efficace in ogni lingua. Ogni giorno ci troviamo di fronte alla necessità di dire No: nel lavoro, a casa, nella comunità in cui viviamo, e questo semplicemente perché No è la parola che dobbiamo usare per proteggere noi stessi e per salvaguardare tutto ciò che è importante per noi. Ma, come è noto a tutti, un No sbagliato può incrinare i rapporti con persone a cui teniamo o a cui siamo legati e può pregiudicare situazioni a noi favorevoli. Leggendo questo libro imparerete che il No positivo non esprime solo un rifiuto, ma comporta anche l'apertura verso il punto di vista dell'altro e la disponibilità a trovare una soluzione negoziale senza perdere di vista i vostro obiettivi. William Ury unisce esempi tratti dalla sua esperienza professionale in ambito internazionale ad altri tratti dalla vita quotidiana e famigliare, per dimostrare che un No positivo vale molto di più di un Sì espresso senza convinzione e contro i nostri interessi.

A guerrilla fighter in the Ozark Mountains along the Missouri-Arkansas border during the Civil War describes how, in the aftermath of the conflict, he continued to defend the Radical Unionist cause through Reconstruction period and the rise of the Ku Klux Klan, recounting his activities during the fierce guerrilla fighting that continued for some fifteen years in the region. Reprint.

Pat Williams and bestselling author, Karen Kingsbury, have teamed up to bring graduates Forever Young, a big, little book revealing ten invaluable faith-driven lessons from inspiring to hilarious.

Often, graduates worry that their future will mean letting go of youth—not so! By showing graduates how to balance their sense of wonder, boundless enthusiasm, and unfettered faith, it also shows them how to achieve their ultimate dreams.

Overcoming disappointments, setbacks, difficult times and learning lessons is all part of growing up, but that doesn't have to include letting one's spirit grow old. Forever Young encourages and reminds graduates of Christian values and an understanding of faith that will lead them to future success and happiness, including lessons that advise to 'Laugh Long and Loud,' and 'Weed Out Worry.' This book teaches graduates to enjoy life and get the most out of it with teachings drawn from scriptural references, illustrations, and tips on how to use these lessons in life.

Forever Young is the perfect gift book for new graduates as they seek success, happiness and learn to rely on their faith.

Ray Bradbury: The Life of Fiction is the first comprehensive textual, bibliographical, and cultural study of sixty years of Bradbury's fiction. Drawing on correspondence with his publishers, agents, and friends, as well as archival manuscripts, The Life of Fiction examines the story of Bradbury's authorship over more than a half-century, from his earliest writings, which include The Martian Chronicles, to his most recently published novel, Let's All Kill Constance. It shows in detail the often devious and unsuspected interconnections between his unpublished fiction, his story collections, and his most celebrated novels.
The Life of Fiction focuses on the nature of Bradbury's authorship, exploring his profound involvement with the life of 'carnival' as a textual process as well as a thematic concern in his writings, and each chapter of this book delves more deeply into how this process of meaning has shaped Bradbury's technique over the years. Bradbury's authorship is finally seen as occupying a unique position in our literary landscape - one that operates on the borders of popular entertainment and serious literature.
Ray Bradbury: The Life of Fiction will be welcomed by Bradbury fans and scholar, adding greatly to the understanding of his work and affecting the way Bradbury is read.

The completely revised and updated edition of the classic guide to soil physics
The revised edition of an environmental soil science classic, Soil Physics, Sixth Edition presents updated and expanded material on the latest developments in the industry, providing the best preparation for students and a state-of-the-art reference for professionals.
Through a systemic use of physical principles, Soil Physics, Sixth Edition demonstrates how to simplify the general theory used in transport processes for specific applications. With broad coverage of the role soil plays in the environment, this Sixth Edition offers more than seventy worked problems illustrating specific lessons in the book, and features:
* New material on soil's influence on the health of an ecosystem
* Expanded coverage of modern in-site and noninvasive field-scale subsurface measurement techniques
* Discussions on the latest advances in regional and watershed hydrology
* Up-to-date information on the use of algorithms and computers in the study and modeling of soil processes
* New coverage of preferential flow
Soil Physics, Sixth Edition is an essential volume for students and professionals in soil science, natural resource management, forestry, agriculture, hydrology, and civil and environmental engineering.

Getting to Yes is a straightorward, universally applicable method for negotiating personal and professional disputes without getting taken -- and without getting angry.

It offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict -- whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. Based on the work of Harvard Negotiation Project, a group that deal continually with all levels of negotiations and conflict resolutions from domestic to business to international, Getting to Yes tells you how to:

• Separate the people from the problem
• Focus on interests, not positions
• Work together to create opinions that will satisfy both parties
• negotiate successfully with people who are more powerful, refuse to play by the rules, or resort to 'dirty tricks'

Dr. William L. Ury shows listeners how to overcome serious obstacles to negotiation. Whether dealing with an unruly teenager or an office bully, Dr. Ury's method will help listeners gain control in even the most difficult situations. Most importantly, GETTING PAST NO gets results.

This invaluable work will contribute much to the battle against our number one disease.'
--from the Foreword by George McGovern, former senator and author of Terry: My Daughter's Life-and-Death Struggle with Alcoholism

Alcoholism is a disease. It's time we started treating it like one.

Science has offered undisputed proof that alcoholism is a disease rather than a weakness of character, yet millions of alcoholics continue to suffer due to inappropriate treatment.  Now the co-author of the modern classic Under the Influence has teamed up with prominent alcoholism experts to provide new answers to this national epidemic.

Based on the latest scientific research, Beyond the Influence clearly explains the neurological nature of the disease and reveals why some people drink addictively and others do not.  It also spells out what needs to be done to treat alcoholism, including:
Steps to take for an intervention
How to find the right treatment program
Which psychological approaches work best
Why spirituality is essential to recovery
New insights into relapse prevention
What you should know about diet, exercise, and nontraditional treatments such as acupuncture
Provocative and eye-opening, compelling and compassionate, Beyond the Influence is not only a message of hope for alcoholics--it is a blueprint for saving lives.



BEYOND THE INFLUENCE explains that alcoholism is a disease of the body, not a weakness of character. Drawing on the latest scientific studies, the authors present new research on the central role of genetics and neurotransmitters in addiction. Continuing where the prior book left off, it also includes:

Steps for diagnosis and intervention, plus ways to prevent relapses
Various treatment models, including inpatient and out-patient programs and a review of new drug treatments
The most effective types of psychological counseling
The critical role of nutrition
Non-traditional healing methods for recovery
The importance of a spiritual component to recovery

The authors also critique our nation's alcoholism policies, including education and prevention programs, efforts to curtail college bingeing and underage drinking, and the advertising and marketing strategies of the alcohol industry. -->

This is the book that has forever changed the debate on affirmative action in America. The Shape of the River is the most far-reaching and comprehensive study of its kind. It brings a wealth of empirical evidence to bear on how race-sensitive admissions policies actually work and clearly defines the effects they have had on over 45,000 students of different races. Its conclusions mark a turning point in national discussions of affirmative action--anything less than factual evidence will no longer suffice in any serious debate of this vital question.

Glenn Loury's new foreword revisits the basic logic behind race-sensitive policies, asserting that since individuals use race to conceptualize themselves, we must be conscious of race as we try to create rules for a just society. Loury underscores the need for confronting opinion with fact so we can better see the distinction between the 'morality of color-blindness' and the 'morality of racial justice.'

Across the country, in courts, classrooms, and the media, Americans are deeply divided over the use of race in admitting students to universities. Yet until now the debate over race and admissions has consisted mainly of clashing opinions, uninformed by hard evidence. This work, written by two of the country's most respected academic leaders, intends to change that. It brings a wealth of empirical evidence to bear on how race-sensitive admissions policies actually work and what effects they have on students of different races.

The authors are the economist William G. Bowen, President of The Andrew W. Mellon Foundation and former President of Princeton University, and Derek Bok, former President of Harvard University and former Dean of the Harvard Law School. Bowen and Bok argue that we can pass an informed judgment on the wisdom of race-sensitive admissions only if we understand in detail the college careers and the subsequent lives of students-or, to use a metaphor they take from Mark Twain, if we learn the shape of the entire river. The heart of the book is thus an unprecedented study of the academic, employment, and personal histories of more than 45,000 students of all races who attended academically selective universities between the 1970s and the early 1990s.

The study reveals how much race-sensitive admissions increase the likelihood that blacks will be admitted to selective universities and demonstrates what effect the termination of these policies would have on the number of minority students at different kinds of selective institutions. The authors go on to determine how well black students have performed academically in comparison to their white classmates, what success they have had in their subsequent careers, and how actively they have participated in civic and community affairs. The authors also explore the views expressed by graduates of selective colleges about the value of their education and the contributions that a diverse student body has made to their capacity to live and work with people of other races.

In the final chapters, Bowen and Bok relate their findings to the current debate about the wisdom of race-sensitive admissions. They consider whether critics are correct in claiming that such policies harm their intended beneficiaries by forcing minority students to compete with academically superior classmates. They examine alternative policies that have been proposed to increase diversity without relying explicitly on race in the admissions process. They end by reflecting on the thorny question of whether the concept of 'merit' is compatible with a deliberate effort to achieve a racially diverse student body.

Authoritative, powerfully argued, and elegantly written, this book is a landmark work in one of the most important debates in recent American history. In the words of Harvard Law Professor Randall Kennedy, 'The Shape of the River should be essential reading for anyone seeking a dependable guide thro

William of Malmesbury's Regesta Regum Anglorum (Deeds of the English Kings) is one of the great histories of England, and one of the most important historical works of the European Middle Ages. Volume II of the Oxford Medieval Texts edition provides a full historical introduction, a detailed textual commentary, and an extensive bibliography.