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Product Description
Product Description
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!
Ingram
We all negotiate every day. Read the first page
Concordance
Front Cover | Copyright | Table of Contents | Excerpt
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Most helpful customer reviews
4 of 4 people found the following review helpful
5.0 out of 5 stars
The 2nd Best Book on Negotiation,
By
This review is from: Getting Past No: Negotiating in Difficult Situations (Paperback)
I thing "Getting to Yes" is the best book on negotiation in the market. It sets the outline. "Getting Past No" shows how to win difficult partner over the way you think. As in "Getting to Yes", Ury uses successfully a 5 step method for his method called "breakthrough negotiation".1) Don't react 2) Disarm them 3) change the game 4) Make it easy to say YES 5) Make it hard to say NO 5 excellent steps in winning over a reluctant negotiation partner. Simple and clear steps that can have a great impact. Getting Past No stands on its own. You don't need to have read Getting to Yes to understand and appreciate this one. Only do I love to go back to the basics of negotiation over and over, and their is for me no supplement to Getting to Yes.
3 of 3 people found the following review helpful
5.0 out of 5 stars
Best of Breed,
By
This review is from: Getting Past No: Negotiating in Difficult Situations (Paperback)
I have read extensively on negotiation, including everything written by folks affiliated with the Harvard Negotiation Project. I think that _Getting Past No_ is the best of all the books.Its conciseness is deceptive. The concepts expressed are profound. For example, I cannot count the number of clients to whom I have explained the concept of BATNA (best alternative to a negotiated agreement, i.e. what you do if the negotiations fail) before we head into a session of mediation or other negotiation. I have reread this book several times at widely spaced intervals and have found it better than I remembered each time. I think this particular book is also much more helpful to those who participate in negotiations that are less structured than labor or arms negotiations that are highly choreographed than was _Getting to Yes_, which at times seemed to assume that all players in the negotiation would be using the same text.
3 of 3 people found the following review helpful
5.0 out of 5 stars
A practical guidebook to "Win-Win" negotiation.,
By
This review is from: Getting Past No: Negotiating in Difficult Situations (Paperback)
William Ury is a not only an experienced high-level negotiator but an acute student of his art who can distill his wisdom into concise, memorable lessons. This book is indispensable for anyone who wants to do well in negotiations, formal or informal, without humiliating or destroying the other side. For Ury and his disciples, Win-Win is not a feel-good aspiration but a profitable practice. As a negotiation style which builds relationships while getting things done, Win-Win is a cornerstone of the "Sustainable Workstyles" we teach at MayoGenuine.A key insight of his method is the possibility of being "soft on the people, hard on the problem." Negotiation is often associated with macho words like "bruising," "hard nosed," and "marathon" that it is easy to forget negotiation is not war pursued by other means. We negotiate as an alternative to battle, not as another version of it. Everyone wants an acceptable outcome and! would prefer to get to it without being harmed. Ury techniques for separating the issues from the personalities help produce resolutions without unnecessary upsets and leave all involved willing to negotiate another day. Many books and articles use familiar examples from the news to illustrate their points. The difference with Getting Past No is that when Ury talks about the Cuban missile crisis is is with the authority of one who was in the room with JFK. He has also participated in labor negotiations, mergers and conversations with his children. His research and personal authority inform every suggestion. If you are ready to reduce the time you spend capitulating and combating, if you are ready to start taking responsibility for crafting Win-Win agreements, then reading and applying this short book is your best start.
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