Getting Past No (Paperback)

by William Ury (Author) "We all negotiate every day..." (more)
Key Phrases: unmet interests, marketing chief, mutually satisfactory agreement, World War, United Way, Harvard Law School (more...)

Editorial Reviews

Product Description
A guide to successful negotiation shows readers how to stay cool under pressure, stand up for themselves without provoking opposition, deal with underhanded tactics, find mutually agreeable options, and more.

About the Author
A world-renowned negotiator, mediator, and bestselling author, William Ury directs the Global Negotiation Project at Harvard University. Over the last thirty years he has helped millions of people, hundreds of organizations, and numerous countries at war reach satisfying agreements.

See all Editorial Reviews

Product Details

• Paperback: 208 pages
• Publisher: Bantam; Revised edition (January 1, 1993)
• Language: English
• ISBN-10: 0553371312
• ISBN-13: 978-0553371314
• Product Dimensions: 8.1 x 5.2 x 0.7 inches
• Shipping Weight: 6.4 ounces (View shipping rates and policies)
• Average Customer Review: 4.7 out of 5 stars See all reviews (48 customer reviews)
• Amazon.com Sales Rank: #2,076 in Books (See Bestsellers in Books)

  Popular in these categories: (What's this?)

  #3 in	Books > Business & Investing > Management & Leadership > Negotiating
  #9 in	Books > Business & Investing > Industries & Professions > Human Resources & Personnel Management
  #29 in	Books > Business & Investing > Skills

Customer Reviews

Most Helpful Customer Reviews

53 of 54 people found the following review helpful:

5.0 out of 5 stars Best of Breed, March 6, 2001

By	Ruth Edlund "dark goddess of replevin" (King County, Washington:) - See all my reviews (REAL NAME)

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.

49 of 52 people found the following review helpful:

5.0 out of 5 stars Impasse Blockbusting, January 26, 2003

By	Jon Linden (Warren, N.J. United States) - See all my reviews (TOP 1000 REVIEWER)    (REAL NAME)

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 Educate." These simple concepts are extremely useful tools for negotiators and mediators alike.

There is no disappointment in this book. The approach and the writing style are just superb. Once again, the Harvard Group, especially William Ury, have produced a book that anyone can gain from and is almost a must for those in dispute resolution and negotiation on a day to day basis.

30 of 32 people found the following review helpful:

5.0 out of 5 stars The 2nd Best Book on Negotiation, April 25, 2001

By	Franco Arda (Hong Kong) - See all my reviews (REAL NAME)

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.