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Getting Past No: Negotiating With Difficult People Paperback – 9 Jul 1992


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Frequently Bought Together

Getting Past No: Negotiating With Difficult People + Getting to Yes: Negotiating an agreement without giving in + Building Agreement: Using Emotions as You Negotiate
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Product details

  • Paperback: 176 pages
  • Publisher: Random House Business; New Ed edition (9 July 1992)
  • Language: English
  • ISBN-10: 0712655239
  • ISBN-13: 978-0712655231
  • Product Dimensions: 12.6 x 1.2 x 19.8 cm
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (12 customer reviews)
  • Amazon Bestsellers Rank: 17,818 in Books (See Top 100 in Books)

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Most Helpful Customer Reviews

25 of 25 people found the following review helpful By Marc Thatcher on 9 Jun. 2008
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.
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10 of 10 people found the following review helpful By Caufrier Frederic on 14 May 2011
Format: Paperback 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.
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44 of 47 people found the following review helpful By Miguel Figueiredo on 9 Sept. 2002
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.
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2 of 2 people found the following review helpful By reikimartin on 20 May 2013
Format: Paperback Verified Purchase
Really enjoyed this book. I agree that using the techniques it teaches you gives you the potential to negotiate sucessfully with anyone. However, of course how effectively you did this would depend on how well you applied them. Loved the examples from high stakes negotiations in the cold war and hostage situations. Would like to find this type of book on body language and interview techniques.
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1 of 1 people found the following review helpful By Mikamaka on 8 Jun. 2013
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This shouldn't be your first book in negotiation. If you want to start at the right spot do so with it's older brother, Getting to Yes. IF you've already read that, then this will complement very nicely what you've read. All the talk about using the Ju-Jitsu of negotiation in this book takes a whole new meaning and is elaborated very clearly and practically. Really good!
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Format: Audio CD Verified Purchase
Dealing with difficult people is ... difficult.
Beeing able to understand what is happening with those people and having techniques to deal with the normal reactions induced by difficult people behaviour is an empowering advantage one should try to get.
Not just for traders or selling persons, but for everyone who as to interact frequently with other persons and negotiate his way trough.
Described in a very clear way, the techniques are quickly percieved and easily remenbered.
An important tool for better living.
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