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eric@batna.com RSS Feed (Portola Valley, CA)

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Getting Past No
Getting Past No
by William Ury
Edition: Paperback
Price: $9.86
357 used & new from $0.01

25 of 26 people found the following review helpful
5.0 out of 5 stars

#4 of my Top 10 Books on Negotiation, January 8, 1998

This review is from: Getting Past No (Paperback)
Sometimes I'm tempted to tell people to bypass Getting to Yes and just go straight to this spin-off. It imparts the same essence of mutual-gains negotiation, and additionally includes lessons in good basic strategy for dealing with others' negotiation tactics, tricks, and attacks. While Getting to Yes gives you the foundation of principle-centered negotiation, this book focuses on what to do when that principle-centered negotiation breaks down due to the other side's deceitful, confused, or just plain difficult behavior. If this were a sales book, it would be called something like "Dealing with Sales Objections," but as a negotiation book, it's even more effective: It addresses ways of identifying and dealing with common barriers we all face when trying to strike deals.
Getting Past No has the same concise, pithy style as Getting to Yes, which makes the tactics sound a lot simpler than they prove to be when you try to put them into practice. But as an analysis of difficult negotiation and as a general roadmap to the land of "Don't get mad, don't get even, get what you want!", it really can't be beat.


Getting to Yes: Negotiating Agreement Without Giving In
Getting to Yes: Negotiating Agreement Without Giving In
by Roger Fisher
Edition: Paperback
1953 used & new from $0.01

135 of 146 people found the following review helpful
5.0 out of 5 stars # 2 in my top ten list of Books on Negotiating, January 8, 1998
The foundation of all great negotiation books, Getting to Yes gives you the real essence of mutual gains negotiation. It's a neat, concise, little paperback, and a fast read. It's so neat and concise, in fact, that you should buy multiple copies and hand them out to people you like - or to people you want to like you. I've read it a dozen or so times and I keep finding new insights. The main ideas of the book are that positional negotiation is pointless, and that our negotiations should focus on interests rather than positions. As far as I'm concerned, if that's the only thing you recall from reading this book, you'll have learned something indispensable. But, by the time you finish Getting to Yes, you'll be convinced that negotiation is a simple matter of figuring out what you really want, what the other side wants, and working out the space where those interests intersect -- despite the generalizations, deletions, and distortions the other side might use to confuse you. One of the leading fundamental constructs presented in Getting to Yes - which differs radically from my own number one tenet - is "separate the people from the problem." Getting to Yes proposes that problems exist objectively and can be analyzed on their own merits, independent of people's perceptions, attributions, and relationships. My contention is that a problem only exists to whatever extent it is perceived by the beholder. As such , there is no problem if you separate the people from it. In real life, it's impossible to disentangle people issues from discussions of "concrete substance." Regardless of the prescriptive in Getting to Yes, real problem solving negotiations require constant simultaneous attention to the problem and the people. The skills you really need to extract and understand others' perceived interests in the context of a relationship aren't taught in Getting to Yes. The book diagnoses the conditions that cause difficulty in negotiation, but doesn't offer all components of the cure. Nevertheless, one dose each of Sales Effectiveness Training and Getting to Yes should cure just about anything that ails any normal negotiation. As John Kenneth Galbraith says of Getting to Yes, "This is by far the best thing I've ever read about negotiation...equally relevant for the individual who would like to keep his friends, property, and income and the statesman who would like to keep the peace." What other endorsement do you need?
Comment Comments (6) | Permalink | Most recent comment: Jan 24, 2011 10:30 PM PST


Sales Effectiveness Training: The Breakthrough Method to Become Partners with Your Customers
Sales Effectiveness Training: The Breakthrough Method to Become Partners with Your Customers
by Carl D. Zaiss
Edition: Mass Market Paperback
39 used & new from $0.01

16 of 16 people found the following review helpful
5.0 out of 5 stars This tops my top 10 list on Best books on Negotiation, January 8, 1998
Surprise! A sales book tops my list of negotiation resources. But this sales book focuses on the most basic communication strategies which, if mastered, form the basis of any interaction--including negotiation. Sales Effectiveness Training is an offshoot of Gordon's earlier book, Parental Effectiveness Training (PET), itself an invaluable negotiations resource. But I didn't think that even I could convince people to read a parental training manual to improve their negotiation skills. For extra credit, check out PET; it's well written, by Gordon alone; he develops his examples in greater depth than is done in Sales Effectiveness Training. What's exciting about Sales Effectiveness Training is its unique emphasis on skills we'd otherwise overlook. When most people come to me for advice, they want to know what to say, and how to say it. But the most important thing is how you listen, not what you say. This book puts the importance of listening skills -- both as a technique for understanding and as a method of creating rapport in the context of sales effectiveness. Other Batna.com articles will examine these principles in the specific context of negotiations; but the material in Sales Effectiveness Training is highly valuable as is.


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