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

[Tim F. Mensbrugghe]

Ik ben geen onderhandelaar. Onderhandelingen vermijd ik liever, want weet ik veel wat ik wanneer moet zeggen. Soms draaiden onderhandelingen niet uit zoals ik had gehoopt, evengoed kwamen enkele zeer moeilijke discussies uit op een beter resultaat dan ik had durven te verwachten.

Nooit heb ik begrepen wat ik precies goed of fout had gedaan. Tot ik dit boek las.

Redelijk dun boekje, maar wel propvol concrete voorbeelden die je doen inzien: ah ja, zo werkt dat!

Opgepast: nu ben ik wel een onderhandelaar.