Getting Past No: Negotiating in Difficult Situations

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:

• 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 satisfies 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!

Genres: Business, Nonfiction, Communication, Psychology, Leadership, Self Help, Management

208 pages, Paperback

First published August 1, 1991

About the author

William Ury is an American author, academic, anthropologist, and negotiation expert. He co-founded the Harvard Program on Negotiation. Additionally, he helped found the International Negotiation Network with former President Jimmy Carter. Ury is the co-author of Getting to Yes with Roger Fisher, which set out the method of principled negotiation and established the idea of the best alternative to a negotiated agreement (BATNA) within negotiation theory.

Reviews

[Antoine Bordas]

Une bonne suite de getting to yes. Décrit bien des situations du quotidien professionnel, et donne une vraie recette pour contourner les objections pro et perso au quotidien.

Développe le concept de breakthrough negociation :
1. Go to the balcony : se méfier de sa propre réaction, prendre le temps de définir son BATNA
2. Step to their side : créer un climat favorable de négociation et gérer les émotions de la personne en face : mettre en valeur l’autre quand c’est possible, l’écouter activement
3. Reframe : pour bien définir les intérêts de la personne en face et pour élargir les options. Permet également de repérer les signes noirs
4. Build them a golden bridge : rendre le oui facile et le non compliqué. Réfléchir à une stratégie pour les aider à sortir par le haut
5. Use power to educate : ne pas rentrer dans un conflit malsain, utiliser son batna et des questions « what if » pour éduquer la personne en face.