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59th out of 101 books
—
23 voters
Getting Past No: Negotiating Your Way from Confrontation to Cooperation
by
William Ury
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:
• St...more
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:
• St...more
Paperback, 208 pages
Published
April 17th 2007
by Bantam
(first published August 1st 1991)
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Sep 29, 2011
Miles De Grifter
rated it
5 of 5 stars
Recommends it for:
anyone who has difficulty controlling themselves in difficult or heated discussions and negociations
Recommended to Miles by:
Linguana
despite most of what is being said in this book kinda feeling obvious, just reading it and organizing ones thoughts is extremely helpful. in fact, just today (i finished this book on the train home today) i used techniques described in here (possibly unknowingly) to get 3 adversely positioned colleagues to change their stance on the issue in question by 180°. suffice to say i was baffled and quite proud of myself, because not only did i overcome my innate tendency to overreaction (the balcony th...more
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I hear that law school students are required to read "Getting Past No," and I understand why -- the book is an excellent negotiation primer. Though it's a quick read (took me two sittings) I think it will be worth re-reading every so often.
William Ury, the co-founder of Harvard Law's Program on Negotiation, breaks negotiation down into five stages:
Go to the Balcony - Separate yourself from the situation so you can think clearly.
Step to their Side - See the negotiation from the other side's pers...more
William Ury, the co-founder of Harvard Law's Program on Negotiation, breaks negotiation down into five stages:
Go to the Balcony - Separate yourself from the situation so you can think clearly.
Step to their Side - See the negotiation from the other side's pers...more
Advocates a so-called "breakthrough strategy" for effective negotiation:
Don't react: Go to the balcony. That is, take an objective view of the situation.
Don't argue: Step to their side. Understand their interests and motivations.
Don't reject: Reframe. If you can't accept their solution, reframe the issues to try to satisfy everyone.
Don't push: Build them a golden bridge. Hard-line negotiating rarely works. Give people an opportunity to both accept your offer and save face.
Don't escalate: Use pow...more
Don't react: Go to the balcony. That is, take an objective view of the situation.
Don't argue: Step to their side. Understand their interests and motivations.
Don't reject: Reframe. If you can't accept their solution, reframe the issues to try to satisfy everyone.
Don't push: Build them a golden bridge. Hard-line negotiating rarely works. Give people an opportunity to both accept your offer and save face.
Don't escalate: Use pow...more
This book is now my favorite negotiations book, not only does it give a clear framework of what to do when you encounter opposition in a negotiation it also enlightens the reader on the benefits of negotiation. This is a much more enjoyable book than Getting to Yes: Negotiating Agreement Without Giving In, but reading Getting to Yes: Negotiating Agreement Without Giving In is essential but not required.
If you seem to come to negotiation circumstances and feel that you did poorly or caved in, the...more
If you seem to come to negotiation circumstances and feel that you did poorly or caved in, the...more
Concise, practical book on negotiating
Best-selling author William Ury has the topic of negotiation down cold. Reading this classic book (originally released in 1991) is a pleasure and the reasons it became a bestseller are obvious: It is clear, concise and eminently readable. This book has such wide appeal that getAbstract recommends it to all businesspeople and to anyone who ever needs to negotiate about anything – from cops bargaining with hostage takers to consumers pushing for the best car...more
Best-selling author William Ury has the topic of negotiation down cold. Reading this classic book (originally released in 1991) is a pleasure and the reasons it became a bestseller are obvious: It is clear, concise and eminently readable. This book has such wide appeal that getAbstract recommends it to all businesspeople and to anyone who ever needs to negotiate about anything – from cops bargaining with hostage takers to consumers pushing for the best car...more
As an aspiring writer, I have always dreaded the thought that something I might be lucky enough to get published, would end up on some bargain shelf. It turns out my fears are unfounded because the value of a book - this one in particular - has nothing to do with how it was priced.
I picked up this Getting Past No at the Taos Public Library for fifty cents.
William Ury is a talented, engaging writer. His approach is logical, understandable, and makes sense. Getting Past No is the best bargain bo...more
I picked up this Getting Past No at the Taos Public Library for fifty cents.
William Ury is a talented, engaging writer. His approach is logical, understandable, and makes sense. Getting Past No is the best bargain bo...more
I am one who always reads with a pen in my hand... underlining and making notes in the margins. Sometimes I even argue with an author, "Yeah, but what about...?" My guess is that a lot of questioning and argument came from readers after Professors Roger Fisher and William Ury published Getting To Yes: Negotiating Agreement Without Giving In. The blockbuster book spelled out an utterly simple and utterly sensible approach to negotiation the authors called "principled." It's based on establishing...more
Also OK... Same overall concept as The Power of a Positive No: How to Say No and Still Get to Yes and Getting to Yes: Negotiating Agreement Without Giving In.
Same as the rules of management. Be fair. Stick to the fair road.
Same as the rules of management. Be fair. Stick to the fair road.
This is the first book I have read on negotiation, and I thought it was helpful. It is a bit daunting to try to apply all that the author discusses, but I feel if I just used some of what he said it would make me a more effective negotiator.
The Five Steps of Breakthrough Negotiation:
1. Go to the Balcony - control your own emotions
2. Step to Their Side - defuse the anger and create a favorable environment
3. Reframe - direct attention to meeting each side's interests and deal with the problem
4. Bu...more
The Five Steps of Breakthrough Negotiation:
1. Go to the Balcony - control your own emotions
2. Step to Their Side - defuse the anger and create a favorable environment
3. Reframe - direct attention to meeting each side's interests and deal with the problem
4. Bu...more
I'm working through a difficult family situation and while this book did not really furnish any examples approximating my own circumstances, it still makes a strong contribution that will help me/us a lot. I'm a big fan of the Harvard Program on Negotiation and always enjoy the related literature like Getting to Yes, The Power of a Positive No, Beyond Reason, Difficult Conversations, Bargaining with the Devil and this one: Getting Past No.
I thought that this book was very accurate and I agreed with most of the author's suggested strategies. However, he did not give any secret tricks or hints that most accomplished negotiators would not already know how to use. I think that this book is probably targeting a reader who has not had much experience or success with negotiations.
Aug 04, 2011
Tony Canas
added it
A worthy followup to Getting to Yes. Was also recommended to me by a prof in my MBA program. This short book goes pretty in debt on how to effectively handle negotiations with difficult people and get things moving. The two book collection should be mandatory yearly reading for all business people, not just once, but once a year.
Had to read this book for my Negotiations class. Nothing to earth-shattering in here but a good overview of how taking a step back and looking at a situation from an opposite view can help allow you to frame your arguments better. The stories keep you entertained but the messages weren't anything I didn't already know.
The world would be a better place if everyone negotiated nicely with the best common interest in mind. Unfortunately most people who consider themselves "good negotiators," hagglers, and hard-bargaining are really just bullies or other personality disorders. The author gives some good tricks for dealing with them, but in real life you're probably better off walking away.
Ury, William (1991), Getting Past No: Negotiating with Difficult People, Bantam Books, New York, NY. How to deal with negotiators that break all the rules in Getting to Yes. An important addition for those who face hardball tactics and dirty tricks from the other side.
The best part of this book is when William Ury explained the strategy has five steps: be a dispassionate observer, understand the other side’s interests, reframe the argument, build a “golden bridge” and educate the other side. This book is certainly worth reading.
I read this book for a Conflict Resolution class and as a result, conducted a light seminar on its lessons at my workplace. Though some of the content was pretty intuitive (paraphrase, make "I" statements, ask open ended questions), the authors sprinkled in enough case studies, pop culture references and fables to make it interesting. Ideas such as "Don't say 'But,' say 'Yes..And'" in the spirit of "accumulating yeses" gave new perspective. I found "Build Them a Golden Bridge" and "the Power Par...more
William Ury could have made a single book to present his theory. That he divided it in three books, all best sellers, shows that he is very didatic and... a great negotiator.
A "how to" on negotiation. The writing is pretty dry, but the strategy is clear and well-described. A useful volume if negotiation is something you find yourself doing.
While abridged, the audio version of this book is an excellent two hour summary of ethical negotiation techniques.
free, full-book summaries:
http://en.wikipedia.org/wiki/Getting_...
http://www.beyondintractability.org/b...
free, full-book summaries:
http://en.wikipedia.org/wiki/Getting_...
http://www.beyondintractability.org/b...
or, How to Manipulate People to Get What You Want. I think its a must read for anyone that has to have contact with the outside world on a regular basis.
I finished this book like 5 weeks early... it was required reading for negotiations class. Again, a well done, useful book with lots of interesting examples.
This book outlines a very good process by which to handle all negotiations in life. Very methodical without being overly specific. Quick read. I am going to read his others. eventually.
A good follow up to Getting to "yes" that will strengthen your communication skills with dealing with difficult people.
Great strategies here and a nice quick read. Nothing earth shattering here, but as a salesperson, I found it valuable.
This book is a good book. It takes a time to read. But it is worth it. Negotiating past no is a skill worth practicing.
Good couple to Getting to Yes which this book's autor co-authored. There is quite a bit of overlap however but still worth the little time it takes to read.
This is an old book I picked up in the DI. Good info about negogiating.
Useful follow-up to the original Fisher's book.
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William L. Ury co-founded Harvard's Program on Negotiation where he currently directs the Global Negotiation Initiative. 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...more
More about William Ury...
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