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Product Description
Product Description
We all want to get to yes, but what happens when the other person keeps saying no?
How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker?
In Getting Past No, William Ury of Harvard Law School's Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You'll learn how to:
- STAY IN CONTROL UNDER PRESSURE
- DEFUSE ANGER AND HOSTILITY
- FIND OUT WHAT THE OTHER SIDE REALLY WANTS
- COUNTER DIRTY TRICKS
- USE POWER TO BRING THE OTHER SIDE BACK TO THE TABLE
- REACH AGREEMENTS THAT SATISFY BOTH SIDES' NEEDS
Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don't have to get mad or get even. Instead, you can get what you want!
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Customer Reviews
Most Helpful Customer Reviews
17 of 17 people found the following review helpful
Format:Paperback
Good book but 90% repeats what is in Getting to Yes - even some of the negotiation samples are lifted wholesale. So buy Getting to Yes and buy Getting Past No if you lose your copy of Getting to Yes.
44 of 47 people found the following review helpful
Format:Paperback
If you have read the “getting to the yes”, this is a logical sequel. The first book was superb, creating high expectations for this one, but you wont be disappointed.
It discusses clear ways to get in and out of the zone of uncomfortable debate, with people that “stucks” with the “no”.
A very easy, very useful and practical read.
Provides extremely good advice. It will certainly deliver results for most readers, changing the way they negotiate with reluctant and stubborn people.
3 of 3 people found the following review helpful
Format:Paperback|Amazon Verified Purchase
William Ury wrote here an excellent sequel on the bestseller "Getting to Yes" and expands hereby the negotiation tools set to be more equipped towards dealing with the difficult person in a negotiaton (or situation).
The book follows 5 steps. It covers basic communication styles to diffuse the situation and elements to boost your BATNA (your best alternative) overall. The content list of his book gives already some ideas of this approach. The book covers these 5 steps in a schematic way, by being brief and very much to the point. Compact written and easy to assimilate.
William Ury does also give the course "Dealing with Difficult People and Difficult Situations" at the Program on Negotiation (PON) at Harvard Law School. This course follows also these 5 steps as illustrated here in this book. He is certainly a highly experienced and empathic speaker. He is a great person to come across and therefore I am not surprised he wrote a excellent book like this.
I certainly highly recommend his book, his negotiation course, as well as William Ury as public speaker/trainer.
Content:
Overview: Negotiating with difficult people
Step 1: Go to the balcony (Don't react)
- Keep your eyes on the prize
o Identify your interests
o Identify your BATNA
o Decide if your should negotiate
o Stay focused on your goal
- Name the game
- Buy time to think
o Pause and say nothing
o Rewind the tape
o Take a time-out
o Don't make important decisions on the spot
Step 2: Step to their side (Disarm them)
- Listen actively
o Give your opponent a hearing
o Paraphrase and ask for corrections
- Acknowledge the point & the person
o Acknowledge your opponent's feelings
o Offer an apology
- Agree wherever you can
o Agree without conceding
o Accumulate Yeses
o Tune in to your opponent's wavelength
- Acknowledge the person
o Acknowledge his authority and competence
- Express your views without provoking
o Don't say BUT, say YES...AND
o Make I statements, not you-statements
o Step up for yourself
o Acknowledge your differences with optimism
Step 3: Don't reject....reframe (Change the game)
Step 4: Build them a golden bridge (Make it easy to say YES)
Step 5: Educate, don't escalate (Make it easy to say NO)
Conclusion: Turning adversaries into partners
Analytical table of contents
The book follows 5 steps. It covers basic communication styles to diffuse the situation and elements to boost your BATNA (your best alternative) overall. The content list of his book gives already some ideas of this approach. The book covers these 5 steps in a schematic way, by being brief and very much to the point. Compact written and easy to assimilate.
William Ury does also give the course "Dealing with Difficult People and Difficult Situations" at the Program on Negotiation (PON) at Harvard Law School. This course follows also these 5 steps as illustrated here in this book. He is certainly a highly experienced and empathic speaker. He is a great person to come across and therefore I am not surprised he wrote a excellent book like this.
I certainly highly recommend his book, his negotiation course, as well as William Ury as public speaker/trainer.
Content:
Overview: Negotiating with difficult people
Step 1: Go to the balcony (Don't react)
- Keep your eyes on the prize
o Identify your interests
o Identify your BATNA
o Decide if your should negotiate
o Stay focused on your goal
- Name the game
- Buy time to think
o Pause and say nothing
o Rewind the tape
o Take a time-out
o Don't make important decisions on the spot
Step 2: Step to their side (Disarm them)
- Listen actively
o Give your opponent a hearing
o Paraphrase and ask for corrections
- Acknowledge the point & the person
o Acknowledge your opponent's feelings
o Offer an apology
- Agree wherever you can
o Agree without conceding
o Accumulate Yeses
o Tune in to your opponent's wavelength
- Acknowledge the person
o Acknowledge his authority and competence
- Express your views without provoking
o Don't say BUT, say YES...AND
o Make I statements, not you-statements
o Step up for yourself
o Acknowledge your differences with optimism
Step 3: Don't reject....reframe (Change the game)
Step 4: Build them a golden bridge (Make it easy to say YES)
Step 5: Educate, don't escalate (Make it easy to say NO)
Conclusion: Turning adversaries into partners
Analytical table of contents
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