Getting Past No: Negotiating Difficult Situations with William Ury, Jr.

Jennifer: I had to purchase this book for one of my business courses in college. Although it was required reading, I thoroughly enjoyed it and would highly recommend for anyone looking to enhance their negotiation skills. No damage to book upon arrival. Would purchase again!

United States on Mar 26, 2023

Ivanjan Chattoraj: The book has arrived in perfect condition.
I am yet to start reading it though, but i am eager to learn and imbibe the lessons taught in this book.

Spain on Aug 24, 2021

Cliente de Kindle: El libro cuenta con consejos y recomendaciones a tomar para negociaciones reales, donde la contraparte no está dispuesta a ceder o a negociar de buena fe.

Mexico on Aug 06, 2021

Cliente de Amazon: Muy interesante. De la serie de los libros Getting to Yes, es el que mas me gustó. Qué hacer cuando quieres negociar, pero la otra persona no quieres, o quieres aprovecharse de la situacion?

Mexico on Mar 22, 2020

Theraco: Useful and succinct.

Canada on Jan 20, 2020

Amazon Customer: This book is very helpful and interesting but ultimately shows how you cannot negotiate with people who change the cards while negotiating and those who want always to get more from you than what you got.

Germany on Aug 05, 2016

Vincent Poirier: I found this a surprisingly difficult book to read.

I don't mean it's badly written, quite the opposite, or that it's too technical. In fact, it's full of practical advice, it's very well organized, and it's immediately useful. However Ury's advice also goes against our gut feeling.

The author outlines five steps to negotiating in a difficult situation to break through an impasse.

1. Go to the balcony.
2. Step to the other side.
3. Reframe.
4. Build a golden bridge.
5. Use power to educate.

These five headings summarize themes for each main section. Stepping to the other side means putting yourself in the other person's place in order to see from their point of view how they could accept a solution. Reframing means restating the issues in a way that makes agreement easier. Building a golden bridge means, among other things, offering concessions that cost you little but gives the other side a lot. It also means pointing out to the other party the advantages to them of reaching an agreement. Using power to educate means, as a last resort, to use your own best alternative to a negotiated agreement (your BATNA) to point the cost of failing to...

United States on Sep 05, 2010

Bas Vodde: Getting past no by William Ury is a nice addition to the basic concepts which were laid out in "Getting to yes". Basically, the content of both books is very similar, Getting to Yes provides the basis and Getting past No provides concrete advise for negotiating and elaborates on the things discussed in Getting to Yes. That said, Getting Past No can be read independently from Getting to Yes.

The book describes five steps of "Break Through Negotiation". These steps are hard since they often reflect doing the opposite of what your natural reaction might be in the particular situation.

These five steps are:

- Don't react. Don't react when being attacked, but step back.
- Don't argue. Instead try to agree with them and understand their position.
- Don't reject. Don't reject their position, instead try to reframe their position to understand their underlying interests.
- Don't push your ideas or proposal. Try to work together with them to make a proposal together which is best for both interests.
- Don't escalate. When the above fails, don't escalate the situation and instead think about your alternative and try to describe the situation as it just...

United States on Jul 06, 2008

Jon Linden: In his superb book, William Ury builds on the pricipals first put forth in his first book with Roger Fisher, "Getting To Yes." In "Getting Past No" Ury discusses the nuances and niceties of negotiating using a joint problem solving approach which is "interest based" rather than being "rights based" or "power based." Ury explains that the challenge is to convert a confrontational situation to a cooperative creative problem solving process, that integrates the parties in a negotiation into a cooperative mode, that results in the best long term agreements.
The specific wonder of this book, is its focus on what to do, when you don't know how to get past a problem. Ury calls his method the "Breakthrough Strategy" and is virtually totally as applicable for mediators as it is for negotiators. In fact, several times, Ury mentions that a mediator may assist the process.
Simply put, Ury contends that there are basically 5 things that one needs to do to preserve smooth negotiations and to break through an impasse if it occurs. He calls these 'steps' by the following designations: "Go To The Balcony", "Step To Their Side", "Reframe", "Build Them A Golden Bridge" and "Use Power To...

United States on Jan 26, 2003