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| Getting Past No | 
 enlarge | Author: William Ury
Publisher: Bantam
Category: Book
List Price: $17.00
Buy New: $7.99
You Save: $9.01 (53%)
New (63) Used (53) Collectible (1) from $7.31
Avg. Customer Rating:  44 reviews
Sales Rank: 1264
Media: Paperback
Edition: Revised
Number Of Items: 1
Pages: 208
Shipping Weight (lbs): 0.4
Dimensions (in): 8.1 x 5.2 x 0.7
ISBN: 0553371312
Dewey Decimal Number: 158
EAN: 9780553371314
ASIN: 0553371312
Publication Date: January 1, 1993
Availability: Usually ships in 1-2 business days
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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.
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| Customer Reviews: Read 39 more reviews...
Good product December 29, 2008
The book was in the exact condition that the seller described which is the most important thing about doing business on this site to me. I appreciate dealing with fair business people and I am happy with my purchase.
Building a Golden Bridge December 22, 2008
Getting Past No focuses on creating situations where parties are able to leave the negotiating table with agreements that are favorable to both sides. This book was reading for a negotiations course and the author, William Ury, is incredibly skillful at clarifying complexity. Since most negotiations begin with a no before getting to a yes, Getting Past No is an invaluable reference before approaching any negotiation. Reframing perspectives, recognizing needs and resolving conflict are some of the topics covered in this book.
 Nice addition to "Getting to Yes" July 6, 2008
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 happened.
The book is very readable and has lots of good and useful examples. It's thin and easy to read in a relative short time. It doesn't contain THAT much information though, for more negotiation techniques check their "Getting to Yes".
Recommended to read after Getting to Yes.
Useful & Easy To Read June 18, 2008
This book is simple and to the point. It does what it claims - teach you how to negotiate. You follow the steps when you deal with salespeople, bankers, and so forth. It is particularly helpful because it tells you the games people play. Once you know what they do, it is possible to counteract it. In other words, it is a useful book.
A must read April 28, 2008
wow... I was leading a new contract negotiation with one of our clients who takes pride for being a tough negotiator. The deal was complex and the negotiator had interests that were not in sync with the rest of his organization. Needless to say, I felt defeated and frustrated at the end of the negotiations. So, I got on amazon and started researching books on negotiations and after reading many reviews and learning about the author, I picked this book. I read it in one weekend and could not put it down.
I applied the principals of this book during a recent difficult situation and amazingly they worked! All parties interests were met.
We have a team meeting next week where everyone on my team will be getting a copy of this book as gift.
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